members.thedynamicsale.com

Welcome To The Articles Database

admin — Tue, 16 Jun 2009 19:06:46 +0000

Thanks for checking out the articles! Feel free to browse around!

Check out the categories on the left to quickly find training topics of interest for you

You can also use the TAG CLOUD to find certain key words that may appeal to you

Of course, feel free to use the “SEARCH” box at the TOP RIGHT corner of this site to search for any keywords that you wish!

If there is a topic that you would like to see added, then just click on the “Contact Us” Tab and let us know!

Sales people may be spending too much time on-line? Are you hiding from something??

thedynamicsale — Fri, 12 Jun 2009 12:59:45 +0000

The biggest challenge facing recruiters and sales people today is not the recession..It is all of the on-line job boards and tools! The problem is that each of our clients also has access to these job boards. So many recruiters only attack these “portals” one level deep (ie the same level as their clients would). Nobody needs a recruiter to simply mine that low hanging fruit. Even worse, many are spending too much time here, because it makes them feel good and feel productive. .and it’s all mostly a big lie…..

“What is your greatest weakness”- What you should be telling your candidates!

thedynamicsale — Fri, 12 Jun 2009 12:59:22 +0000

What is the “greatest” response that I have ever heard when it comes to the old favorite “what is your greatest weakness?”. By “greatest”, one can take it as great for the candidate or great for the interviewer. I’ll start with the greatest for me, as a hiring manager. Silence is a classic. Cracks me up every time. The other one that I loved was how someone just spewed on and on, as if I were their therapist, about how many mistakes they make and how they never seem to be accepted by their new teams. The emotions went from, of course, feeling relieved that I can immediately end that interview to feeling downright bad for this person (at many many levels).. But now, let’s get into what they really SHOULD be saying, and once, again, it boils down to following the simple golden rules of sales…..

Time To Stump Your Candidates with Trick Questions- But Here’s WHY!!!….

thedynamicsale — Fri, 12 Jun 2009 12:53:05 +0000

To stump or not to stump…. Should you throw “curve-balls” at your candidates during the interview process? Frankly, it is critical for a recruiter or staffing specialist to wear two hats when asking these types of questions. The first hat, of course, is to assess the candidate. The 2nd hat, though, is of salesperson. NEVER forget that how they answer these questions for you will also likely be how they answer them for your clients (when you create a sendout with them). Therefore, I always make sure to ask the SAME question perhaps 4 or 5 ways. Ironically, I often either get very different answers each time OR I get new information each time. Since we try to glean their selling points in an interview, it is key that you have methods to pull out ALL of them.

The Dreaded Cover letter—- Or Worse- The Resume “Objective”- MAKE IT STOP!

thedynamicsale — Mon, 01 Jun 2009 12:48:19 +0000

So, are cover letters and “objectives” on resumes helpful or hurtful? Most hiring managers, statistically, will bypass the cover letter! DO NOT UNDERESTIMATE this as the implications are far worse.. The stats really show that they don’t read it, but that they scan it. They also will thus spend more time reading the cover letter and, of course, the big “objective” opener of the resume. Both the cover letter and the “objective” are a bit of a myth. None ever aid you in getting a job and both can actually CAUSE you from getting the job.

How to move your candidate from number 2 or 3 to the LEADING candidate….

thedynamicsale — Wed, 27 May 2009 16:14:13 +0000

Although I cover this in detail in a video in my free on-line training class, I wanted to share a response that I recently posted on Linkedin. The question was ““. The answers given were all good, but many missed the point.. We are all sales people and we need to just honor the golden rules of sales…..

Using Linkedin & Other Social Networking Sites to Check References break the law!

thedynamicsale — Thu, 21 May 2009 02:53:54 +0000

Wow. It started small and gained steam. What I thought was just a blip on the radar has turned into a full avalanche. I am SHOCKED at how any calls and emails that I now get from people who are trying to “learn” more about people in my network. Sure, that’s what LinkedIn, for example, is all about.. Or is it?

Are You Selling To A Starving Crowd!??

thedynamicsale — Thu, 14 May 2009 12:27:54 +0000

Are you selling to a starving crowd? I’ve got a great story for you that I have stolen from a close friend of mine. Anyone who knows me clearly understands that one of my biggest MO’s is to play where the action is… You know, stop making cold calls and just spend your time relationship building only WHERE you know there are temp or perm jobs? It isn’t cheating, because you will still do all of the relationship building stuff, but you will have such a better chance of speaking to someone who CARES if they have a REAL reason to want to listen. So, anyway, my good friend Brian Kay is a very successful trainer and coach for the insurance industry. Like many good trainers, he has unleashed the secret to success, which is as simple as going where the hungry crowd is.. Here is a story that he shares with his followers:

Look what I found!-Executive Recruiters Can Now Seek The Freedom That They Have Always Craved! (and get a much higher payout!)

thedynamicsale — Tue, 12 May 2009 16:03:13 +0000

I had a great vision after I left my last executive post at my previous employer (Yeah, you know, world’s largest HR firm, yada yada yada). I’ll get to that in a minute. I had a vision about how I could solve perhaps the single greatest issue that permeates in the minds of all perm recruiters……

Stop Spamming Your Customers! They’ll Thank You

thedynamicsale — Thu, 07 May 2009 20:49:53 +0000

I often talk about how much of our industry does not embrace the latest technology and is behind the times. Over the past year, it amazes me even more, since there are indeed many who are staying current and on the cutting edge…. Yet the majority are still running their desks and businesses like it’s, well, 1999 (insert Prince reference here). The big spamming happened many years ago with the advent of the fax machine… New laws and related law suits pretty much put that to an end.