"The Art of Hiring Smart: Finding the Right Person for the Job"

Written by Arthur G. Schoeck


Benchmarking is a process which establishes behavioral standards most appropriate for a given position - that is, what behaviors are most effective most ofrepparttar time in this job. A well-defined Behavioral Job Description acts as a standard in evaluating existing employees as well as a guide in hiring new employees. Today's benchmarking tools are powerful, but they can cause as much damage as good if they are carelessly applied. Withrepparttar 127167 help of objective tools and targeted guidance,repparttar 127168 process has productive results. No matter which quality tools are used inrepparttar 127169 benchmarking process, more and more companies, because they have experienced misguided application, are turning to professional help. Traditionally, most benchmarking has involved profiling employees in a target position to determine which attributes are most common in your best performers. This imperfect method has several potential dangers. First, it actually assumes you already haverepparttar 127170 best performers and that you can find none that can perform better. This assumption limits benchmark standards to your current employees only, and does not consider standards outside your current environment. Another common mistake is that guidelines for selecting and rankingrepparttar 127171 top performers have not been well-defined. For example, sales statistics have been erroneously used to rank performance. As an example, Joe has been selling for us forever. His figures make him look like a top performer, but Joe developed his client base back when all he had to do was take orders as people called in. He wasrepparttar 127172 only salesperson in an easy market with little or no competition. Today, however, is much different. Competition is fierce. If Joe had to start from scratch in today's market, how would he fare? How long would it take to build that client base now, if he could at all? If you based your sales position's benchmark on Joe because his statistics look good and hired people with this benchmark as your guide, you may have hired ineffective people with Joe's traits.

"Why Saying No Can Make Your Sales Soar"

Written by "Dangerous" Debbie Jenkins


Word Count: 971 Character Width: 60 Resource Box: Choice of 2

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"Why Saying No Can Make Your Sales Rate Soar"

- by "Dangerous" Debbie Jenkins

(c) Debbie Jenkins. All Rights Reserved. http://www.debbiejenkins.com

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Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.

The problem is, most small businesses rarely say no to anyone, so they never get to seerepparttar power of this two- letter word in action. While it's always a risky strategy, saying "No" can be a really good way of making your business even more desirable.

Here Are 4 Ways "Saying No" Can Get A "Yes"

1. Child - Adult When you were a kid, you'll remember that some things were for adults only. Your mom or dad would say, "This Vodka, Whisky, Beer is for adults, not for you." Then as kids we would either sneakily try it out when their backs were turned, try pleading with them for a "little taste" or eagerly awaitrepparttar 127166 day we were old enough to try it. When we did finally try it we'd nearly choke and then pretend to ourselves thatrepparttar 127167 putrid tasting liquid burning our throat actually tasted good! This little fib will then follow a good proportion of us into our adulthood.

Simply telling someone that "this is not for you" will appeal torepparttar 127168 rebellious child in them and make them want it allrepparttar 127169 more. Bonkers but true!

Here'srepparttar 127170 closing part (slightly modified) of a sales presentation (dressed up as a cosmic health seminar) I remember hearing. Although this particular example is blatantly obvious when you know what you're looking for, it created a massive rush of people paying over £2000 each atrepparttar 127171 back ofrepparttar 127172 room...

"Right, so you've heard me speak for 20 minutes now, about how I cured my own halitosis throughrepparttar 127173 power of positive thinking. Now I'd just like to tell you about a 3 day workshop I'm running called 'The Smell Journey' but before I tell you any more, I should just make a few things clear. This workshop is not for everyone! Only people who are smart, decisive, intelligent, wise, open minded and ready for a better future should come and sign up today atrepparttar 127174 desks that you'll find right next to allrepparttar 127175 exits."

While I've obviously amendedrepparttar 127176 message for our amusement, this pattern really worked forrepparttar 127177 presenter and will work for you too.

2. Don't Doesn't Work... Why is it that when people tell us not to do something it seems to happen as if by magic? How many times has someone said, "watch you don't fall" just before someone goes crashing torepparttar 127178 floor? Could it be that by saying don't do something you could cause that thing to happen. Yes! Absolutely!

Here's an experiment...

Right, I don't want you to think of a pink monkey...Now don't think of that pink monkey dancing and playing a purple guitar...

And whatever you do, please don't imagine thatrepparttar 127179 pink monkey is dancing onrepparttar 127180 back of a green elephant riding a motorbike.

While I can't actually prove you weren't thinking those thoughts, I'm 100% certain that you were.

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