Stop Selling on Price!

The price objection is the curse of every salesperson’s life and yet, as sales managers, we do little to help our people deal with it effectively. Despite what we seem to believe, unless you’re involved in transactional or commodity-type sales where price is the be-all and end-all, price is NOT the primary factor in the…

Time Tested Interview Techniques

Fact: Using behavioral interviewing can increase by nearly 60% your chances of hiring the right employee. In fact, extensive research supports behavioral interviewing (i.e. using past performance as a reliable indicator of future performance) as the most effective interviewing technique available to evaluate suitable applicants. In a nutshell: Behavior-based interviewing is an approach that looks…