The Archives

Browse the content below to find what you're looking for.

Expect Delays

Friday, October 9th, 2009

An editorial cartoon recently appeared in the local paper showing a massive traffic jam. In the picture, one driver is standing on the roof of his car, looking off into the distance at lines of cars that stretch as far as the eye can see. Heads are popping up through moon roofs. A sad-faced man leans against his car and looks at his watch. Another grimaces at the viewer. Plumes of steam rise from radiators. A sign with an arrow pointing down the gridlocked highway reads, JOB MARKET, and below the arrow is written, EXPECT DELAYS.

I saved the cartoon in my clip file because, for me, it makes the emotions that underlie today’s unemployment statistics accessible.

As much as I would like to, I simply can’t relate to a number like 236,000 jobs lost in September, resulting in a 9.8% unemployment rate with a total of at least 15.1 million Americans out of work. But I do know what it’s like to sit in seemingly endless traffic.

Read More

Share

Work Search as Consultative Sales

Friday, March 10th, 2006

Me & Co.In last month’s column I described how a consultative sales approach made it possible for employees who were unaccustomed to functioning as salespeople to be effective in that role.

A consultative sales approach is just as valuable to people who are engaged in work search, whether they have been laid off or have chosen to go out on their own. After all, work search is sales, and many people who find themselves thrown into it feel out of their element.

Yet they can be effective and comfortable in selling themselves if they pattern their work search on a consultative approach rather than aggressively cultivating leads and pushing to close the deal.

Read More

Share

The Kinder, Gentler Way of Consultative Sales

Friday, February 10th, 2006

Business SceneIn last month’s column I talked about how educated consumers are bringing about the extinction of the hard-driving salesperson at the same time that businesses are facing unprecedented competitive challenges.

It makes perfect sense for businesses who are trying to stay profitable in this new environment to set the goal of having every employee contribute to the revenue stream. It’s the lifeblood of the organization. But forcing an aggressive sales model onto people who aren’t ready for it is counterproductive. Trying to get “non-sales” people to sell in a way that is not comfortable for them, and is no longer effective anyway, just isn’t going to work.

It leads to the loss of people who have built invaluable relationships with their customers over time, and it overlooks qualities that make them ideally suited for building new relationships that will assure long-lasting revenue streams.

Read More

Share