Top perks offered to help retain high-performing workers

Top perks offered to help retain high-performing workersTop perks offered to help retain high-performing workersNew data from global outplacement and executive coaching firm Challenger, Gray Christmas, Inc., shows that the most popular way that HR leaders say companies try to keep talented workers on board is to offer 401(k) contributions, at 90.5%.As for the methodology, 150 American HR leaders at different companies weighed in.The Top 10 things companies do to keep high-performers from leavingRespondents were able to pick multiple answers.401(k) contributions 90.5%Competitive salary 88.1%Good health benefits 83.3%Professional development opportunities 76.2%Tuition reimbursement 71.4%Preventative health and wellness programs 66.7%Flexible scheduling 64.3%Maternity leave 61.9%Continued education 54.8%Telecommuting 33.3%Andrew Challenger, Vice President of Challenger, Gray Christmas, Inc., commented on the research in a gutachtenThe well-known narrative is that workers are staying i n their positions too long and not making way for the next generation. That is not the case in all places or all industries. Many skilled workers are of retirement age, but companies need them to stay because they cant find the talent to fill their shoes, he said.What company environments are currently likeWhen asked about their companys staffing strategy at the moment, 64.4% of HR leaders said that theirs were currently in the process of hiring, 24.5% said theirs were focusing on retention, and 6.7% said that theirs were downsizing. Just 4.4% said that the question was not applicable.

How to Get Invited for a Second Interview

How to Get Invited for a Second InterviewHow to Get Invited for a Second InterviewIts always good news when you get an schmelzglas or a call to invite you to a job interview. Its even better news when you get contacted to come back for a second interview. For fruchtwein employers, initial interviews are designed to screen out candidates.Job offers are generally made after a successful second, or follow-up, interview.Of course, your ability to land second interviews is determined by how effectively you perform in yourfirstinterview. What can you do to boost your chances of getting a call back? There are specific strategies you can use before, during or after your interview to helpimprove your chances of moving on in the screening process. Scoring that second interview takes more than just going through the motions of showing up for your interview. You have to really show up, too meaning youll have to engage and think critically about how you can stand out from your competitors. Consid er the following tips to plot your interviewing strategy, and youll be more likely to get the call for the all important second interview. Before the Interview Before your first interview, look at the job description and carefully dissect all of the jobs requirements. Share evidence of how your skills and experience will help you to excel in the position youre applying for. Most importantly, back up assertions about your skills and qualities with concrete examples of how you have applied those strengths to achieve results in the past, and how you can envision doing the same in the future. Its also helpful to take some time to work on your interview skills. The more effectively you interview, the better your chances are for getting selected for a second interview. During the First Interview During your first interview, make a clear case about how the job appeals to you and fits in with your long-termcareer plan.Many candidates are screened out after initial interviews because they didnt seem highly motivated to pursue the job. Dont be over the top, but do express your passion for company and your professional andpersonal interests in the company. As you answer questions and interact with your interviewers, do your best to exude warmth and engage everyone in the room. If your interviewers like you as a person, theyll be more likely to support your case and vote for you to move on in the process. Heres how to show your personality at a job interview. Also, find out as much as possible during the first interview about what each interviewer views as the most important qualifications for the idealcandidate, and tailor your responses to highlight how your own qualifications match up. This will also give you a framework for preparing for the second interview, should you get the call. Inquiring about a pressing problem or challenge that might come up during the job always shows that youre thinking a step ahead of the rest. If relevant, present a work sample fro m your past, or draft a document that showcases relevant knowledge and skills.For example, suppose that the preferred candidate would need to analyze companies and present a rationale for buy, sell or hold on their stock. Prepare a brief on a stock of interest and include it as an attachment to yourfollow-up letter. As you schliff up your interview, suggest that you would welcome the opportunity for interviewers to review some of your worksamples. Offer a link to a portfolio page such as a personal website or your LinkedIn profile. Close your first interview with a strong statement expressing your belief that the job is an excellent fit and how you are interested in exploring the opportunity further in a second interview. Though you shouldnt make the assumption that youll for sure be invited back for a second interview, if you do get a positive vibe, you can mention that youre readily available to talk more about the position or answer any other questions that your interviewers migh t think of after the initial interview. After the First Interview Make sure to draft a follow-up communication as soon as possible after your first interview. If you delay your email or letter, it might arrive after decisions about the second round have already been made. If youve met with multiple interviewers, reach out to each one after the interview, rather than sending a group email. First and foremost, thank them for the opportunity and reiterate your interest in the position. Think about how the role youre applying to relates their position, and if you have any insights into how you might be able to excel in your duties to them, your follow up email is a good opportunity to share your thoughts. Prior to your interview, alert your references that your interviewer might be reaching out. After the interview, remind them again, and inform them ofany key hiring concerns that became evident during your meeting. If you feel theres any weak spots in your skill set or experience t hat came up during the interview, ask them if they would be willing to affirm their confidence in your ability to succeed. Share the names of the interviewers since it is possible that your references might know them or volunteer to reach out to them informally to endorse your candidacy. Reach out to any contacts who work at the company and let them know about your candidacy.Uncover second level contacts at the organization on LinkedIn and college alumniconnections.Find a way to meet with them if possible during your interviewing visit.These insiders might decide to endorse your candidacy if they have direct exposure to you and are impressed. Do keep in mind that if you dont get a second interview, it might not be because of you. There are many reasons that candidates dont move forward in the hiring process and some of them having nothing to do with you.

What to Look for When Reviewing Resumes

What to Look for When Reviewing ResumesWhat to Look for When Reviewing ResumesYou can find plenty of advice for job seekers about how to write a killer resume. But if you are a hiring manager, do you know how to go about reviewing resumes?While it may sound simple, you should know what to look for in a resume. Its important to know where to start, what to avoid and how to evaluate each resume fairly so you can compare candidates objectively. Here are step-by-step directions to help guide you in your candidate evaluation process.Green lights starting your scanReviewing resumes is as much art as science. Part of the art of resume assessment is knowing what to focus on in your initial scan of the document. When learning what to look for in a resume, youll want to check for ansicht green lights to help you decide which applicants deserve a closer lookYes Industry experienceIf youre trying to staff a specialized or senior-level position, youll likely require six or more years of experienc e in progressively higher-level jobs (in the same occupation or field, of course) three-to-five years for a midlevel position and up to two years of damp feet in the industry for junior-level jobs. Depending on the position, you might also want to see specific certifications, degrees or other skills and credentials.Yes Relevant keywordsKnowing what to look for in a resume includes the ability to quickly find candidates with the right skills, tools and familiarity with processes in your industry. To that end, keywords can be a hiring managers best friend when reviewing resumes.Scan each resume for keywords that best fit your job title and description, giving more weight to those relating to the applicants most recent positions.Robert Half has been helping companies with their hiring since 1948. Let us help you.REQUEST TALENTRed lights schmierblutung red flagsWhen you identify the candidates with the most relevant industry experience, scan their resumes for these potential deal breake rsNo Lack of professionalismYou can assume that a resume reflects the highest level of professionalism that youll see from a candidate should he or she become an employee. The resume presents applicants with a chance to put their best foot forward, with ample time to craft and create a flawless submission - a situation that is not always possible on the job.Look for resumes that candidates clearly crafted with your job as the end goal.Therefore, as you consider what to look for in a resume, be wary of submissions that are not well-organized or contain careless mistakes, such as typos, spelling errors and poor grammar. Attitude also plays a role in professionalism. When reviewing resumes, pay attention to the language and tone of the resume and any accompanying job-search materials. They should be confident, honest and upbeat.Other red flags include those that indicate the candidate may lack professional maturity, such as nonprofessional email addresses, annoying buzzwords and the i nclusion of irrelevant personal information like birthdays or physical characteristics.Maybe Short-time mentalityDoes every position listed on the resume have a date span of six months to a year? While job hopping has become increasingly common, that doesnt mean that you have to like it as a hiring manager. Too many job shifts in too short a time period may suggest that your candidate wont stick around for you, either.If you take a pass on these applicants when reviewing resumes, you wont be alone A recent Robert Half survey found that when candidates chose to switch jobs more than five times in a decade, HR managers considered them to be job hoppers. As youre reviewing job history, look for employment gaps. While these may not rule out an otherwise stellar applicant, youd want any viable candidate to adequately explain these time lapses in an interview.Target above and beyondStill wondering what to look for in a resume? Once youve separated out the submissions that both meet your b asic requirements and avoid your red flags, its time to get down to brass tacks. Youre looking for a superstar, not an average Joe. Look for candidates with proven ability to get the job doneYes Tailored messagingSome candidates may pass your initial review, yet fail to knock it out of the park when it comes to convincing you that theyre the best fit for your specific job. If the resume and accompanying titelbild letter appear to be based on a template, implying that the applicant is sending out the same materials to multiple employers, think twice.Look for resumes that candidates clearly crafted with your job as the end goal. Top applicants will customize the resume they send to you, reflecting their skills and experience in direct relation to the job description and requirements that you posted.Read How to Choose Between Two Strong Job Candidates.Yes Quantitative resultsYour ultimate mission when reviewing resumes is to hire someone to help you reach your professional goals, as we ll as corporate goals. That means you dont want someone on your team who could embarrass you with their shortcomings.You can identify candidates with a history of delivering on specific objectives by finding professionals who quantify their contributions. Look for data, percentages, dollars and other signs of financial or quantitative impact. If you find a candidate who has proven their value in the past and has the numbers to prove it, thats golden.Out of all players considering the new hire, you as the hiring manager have the greatest stake in the outcome of the employee since youll be working the most directly with him or her. In addition, you want to limit turnover as much as possible by hiring candidates who are a good fit with your work group. With this in mind, do your due diligence and make it your motto to know what to look for in a resume. Making smart hires begins with these savvy tips for reviewing resumes.

Successful tech CEO Brit Morin has a great travel hack

Successful tech CEO Brit Morin has a great travel hackSuccessful tech CEO Brit Morin has a great travel hackThough being a CEO of a successful tech startup sounds quite fun, there is a lot of blood, sweat, tears and travel that goes into it. Brit Morin, the CEO and founder of lifestyle media company Brit + Co, knows this first hand as she may fly to New York from her home in San Francisco as much as four times a month for appearances on TV, public speaking engagements as well as just meeting with clients. Work travel is becoming mora and more common because we live in this globalized business world where you can work from anywhere and still be a part of all kind of industries, but the power of a face to face meeting is still so much greater than that of an email, she told Ladders after an event withHiltonHotels Resorts New Business Traveler Initiative.Follow Ladders on FlipboardFollow Ladders magazines on Flipboard covering Happiness, Productivity, Job Satisfaction, Neuroscience, an d moreRed-eye strategyBut she has a few super helpful productivity hacks for anyone trying to survive a hellish travel schedule. Morin actually suggests if you are flying from the West Coast to the East then you should opt for the red-eye, specifically the early red-eye flight. She calls it brutal but necessary. With the early red-eye I land by 5 AM and then I can skip the traffic and get a few hours of sleep before my first meeting. If you add up sleeping on the plane and then in the hotel, it comes to 6 or 7 hours she told Ladders.But what about for the way back? Morin, who usually takes very short trips to the East Coast as she has two young kids at home, says she purposefully lets herself get behind on emails because Imtrying to maximize my time in that city and then I can use the plane ride home as an email catch up. Thats my approach.Millennials and travelThough Morin mostly tries to do as much work and networking on her trips (though she confesses that getting to workout with out a child interrupting her is a luxury she takes advantage of when she travels for work) she knows it is a bit different for young, professional Millennials. A 2018surveycommissioned byHilton Hotels Resortsfound that travel and discovering new things is many Millennials favorite past time. Actually, 75%of young professionals in the U.S. see business travel as a major work perk and 65% consider it to be a position symbol. Nearly 40%of Millennials go so far as to say theywouldnt take a jobthat didnt allow them to travel for business and 56%create reasons to travelfor business. So clearly sacrificing watchingStranger Thingsis not a big deal for this group.Work trips are important for Millennials because they like to travel. They like to explore new cities and even if it is a two-day trip they want to figure out the cool parts of town to stay in and the cool things to do while they are there, she said. Millennials would rather have experiences over a product.You might also enjoyNew n euroscience reveals 4 rituals that will make you happyStrangers know your social class in the first seven words you say, study finds10 lessons from Benjamin Franklins daily schedule that will double your productivityThe worst mistakes you can make in an interview, according to 12 CEOs10 habits of mentally strong people

Add Resume to Linkedin Ideas

Add Resume to Linkedin Ideas Definitions of Add Resume to Linkedin Currently, your work is merely to start with. Losing a job could be considered a traumatic experience. The previous thing you would like to do is definitely get a job which you wont be in a position to do. Very good luck with your work search You want recruiters and hiring managers and HR people to get in touch with you so that you can show them you are a true person that you can ask questions and make a terrific impression whilst engaging in human contact. Because a dilemma of truth, upon an average, a lot of the employers typically do not hunt for at least 6 secs at work application. Individuals sometimes utilize various versions of their resume tailored to various jobs. The capability to edit the work application from any place in the whole world is a remarkable asplatzdeckchen that youre in a position to utilize to aid you get that upcoming great job. Seeking the perfect job can be challenging, but polish ing your continue doesnt need to be. If you are looking for work, no longer rely on just 1 method to discover jobs. You will use somebody elses work and youll also probably not be presenting yourself in the very best light possible for the job. Add Resume to Linkedin Ideas The LinkedIn URL ought to go in the header along with the remainder of your contact details. Summaries are excellent, but they are sometimes a detriment to your resume if theyre done incorrectly. If you wish to set yourself apart learn to utilize Google Docs. The Upside to Add Resume to Linkedin After your profile is completed, youre likely to get accessibility to the Resume Constructor. Browse to and pick the photo you wish to use as your profile image and click Open. Click the Me link on top, then View Profile. Download your profile for a PDF. Employers will continue to be in a position to find you in several ways, including throughout your on-line profile. Employers like to recognize that youre c ontinuously growing and trying to reinforce the capabilities. Over the past couple of decades, LinkedIn started supplanting the top job search sites. Your LinkedIn profile can help you expand on the info. On the flip side, you also will need to use your LinkedIn profile to the fullest extent possible. Therefore, if youre a person who would like to begin your career in a bigger and more professional scope, LinkedIn is definitely the best way to go. One of the first things you are going to want to do is construct a superior overview of your capabilities and positive capabilities. One of the greatest means by which you can be sure you compose an impressive resume is to use resume examples. You bring a great deal of unique experiences to the tableand thats excellent For those who have very little experience, think about using Excel to track your earnings and expenses, and use formulas to show the data in distinct ways. The Secret to Add Resume to Linkedin Whatever the reason, e mploying the most suitable tutor could make mastering Chemistry a whole lot simpler. Instead, try using concise, direct and understandable language in order to prevent any kind of misunderstanding and ensuring everyone can feel engaged with what you portray in your resume. You can also locate different references for the How to Resume your need here. Also, its a waste of space. On the flip side, if youre mid-career and attempting to switch to some other career, going back and getting another degree may be a challenge. A summer job with your dad isnt really critical to list. There are a few things you ought to know on how best to compose an application. Simply take a look further and discover out

The Definitive Solution for Best Resume Writing Questionnaire You Can Learn About Today

The Definitive Solution for Best Resume Writing Questionnaire You Can Learn About Today Gossip, Lies and Best Resume Writing Questionnaire There are 3 major resume formats utilized for writing the resumes. As you proceed through the templates that may be found on the internet, youll get a good deal of resume tips that can help you develop an ideal template for your CV. There are various kinds of templates for different job titles. Using Microsoft resume templates may provide you with some quite professional looking documents. Getting the Best Best Resume Writing Questionnaire Resume Writing is an art that allows you to get noticed in the work industry. Resume Length Length of your application another major factor playing an important role your selection. If you feel as though you could also gain from career coaching, shes a pro at that too. Finding an expert professional resume service is just one of the best methods to create a successful and professional resume so you can land that interview, and all of us know, after you have that interview, youre in. Your experience should deal with every essential qualification in the job announcement. The best resume is the one which generates most interviews and creates an effect on the employer in the brief period of time. Get the Scoop on Best Resume Writing Questionnaire Before Youre Too Late If you dont supply the info necessary for the hiring agency to find out your qualifications, you may not be considered for the job. CV Writing Services UK have seen an enormous increase in demand over the past couple of years. Focusing on true CV optimisation your private consultant will allow you to focus your CV writing to a particular business or role. Best Resume Writing Questionnaire Ideas Even though you can find sample questions within the job requirements, you wont find the actual assessment till you initiate work application. As a questionnaire you will provide you to compose a duplicate of your uniq ue needs. As you are dedicated to finish a questionnaire to. The assessment questionnaire USAJobs offers you requires your complete attention. The End of Best Resume Writing Questionnaire Ensure your resume is pertinent to the essentials of the position youre applying for. Its essential that the information that you provide on your resume is in sync with your LinkedIn profile that is the reason you ought to ensure that employment dates are the exact same everywhere. You therefore must make sure that its perfect and that it gives all of the info it needs to give in all the perfect ways. You have to find out as much information as possible about them. The Foolproof Best Resume Writing Questionnaire Strategy Quite often, people creating resumes make the error of documenting their whole history that may lead to issues. To guarantee the spitzenleistung outcome, there are some suggestions to follow to establish the best resume writing service. If youre looking for a new job, i t may be wise to put money into the services of certified resume writers to make an attention-grabbing resume for you. Resume writing isnt a simple job and plenty of factors have to be considered if you desire a resume that will be effective.

New Ideas Into Develop Synonym Resume Never Before Revealed

New Ideas Into Develop Synonym Resume Never Before Revealed Facts, Fiction and Develop Synonym Resume Economic development has developed into an expert industry of highly specialized practitioners. Theres an opposing argument, however, that growth causes development because a number of the boost in income becomes spent on human development like education and wellness. Identifying changing targets Most companies have at least one channel whereby they collect data. To be effective in business development the partnership must be constructed on strong relationships.Machine learning is utilized in prediction analysis. The users are predicted to discover the finest fitting stack of data science tools that satisfy the demands of the business. Searching the internet is facilitated by different search engines such as Google, Yahoo, Bing to anthroponym a couple. Data science is employed as part of research. Facts, Fiction and Develop Synonym Resume Physiological Cues of Anger In or der to prevent the cycle of anger, youve got to tune into the early warning signs. It strangles us on a number of different levels. Constructive anger actually gives you a persistent attitude which allows you to push forward to address a given problem. Anger and hostility bring about dis-ease of all sorts. You may be amazed at the number of opportunities youve wasted simply because you thought you wouldnt be in a position to achieve them. The aim is to understand the situation from the view of the other individual. It may be as simple as trying to get home during rush hour. Synonyms cant be applied as base objects for different synonyms. A synonym cant be defined on a short-term table. It is then used in subsequent examples. You can also make synonyms for different synonyms, causing nested synonyms. 1 good use for an antonym is you can easily distinguish or understand the stimmt genau that you maynot recognize. You remain in survival mode. In a database, there are a fe w use cases where synonyms offer great benefit. Use this clause to modify the definition of a present synonym without initially dropping it. Appropriate privileges have to be granted to a user before the user may use the synonym. If schema isnt specified, SQL Server utilizes the default schema of the present user. Access to the synonyms would lead to an error in both circumstances. Permissions can acquire messy. If you merely have synonyms for objects in the identical database you might consider two-part names only. Some database techniques call for a semicolon at the conclusion of each SQL statement. Its true, you might have all of them with the identical name, in same database. In the event the database name isnt specified then the name of the present database is used. Basically, objects have to be deleted or altered in a given purchase. The majority of the properties are also utilized in ADO. With others, you should stick to a dependency branch from a specific object to track all the objects that a specific object is dependent on, and what depends on the object. There might be other objects that are, consequently, dependent on them. Things You Should Know About Develop Synonym Resume You cant specify a number of collations for an operation. By 610 decades, children refine the elaborate grammatical structures like passive voice. Its better to use a current and goal strategy. If you dont have goals, nows a very good time to begin setting them The right term used would be synonymous for words that possess the identical meaning. Look to make certain all your sentences begin with a capital letter. For instance, you truly dont know the precise significance of the given word, the response to that is that you just simply search its antonym and youll have a clue regarding what it means. Its awesome how 51 simple self-improvement words can allow you to accomplish your ends What Develop Synonym Resume Is - and What it Is Not For a business to create a strong reputation with their suppliers, its essential for them to concentrate on impartial small business interactions and developing long relationships. For a business to be considered ethical, it has to cater to the requirements of the customer, keeping their very best interest in mind. On one side you own a description of somebody who only thinks about their own requirements and doesnt have any interest in assisting others. The majority of the dazzling Web-based small business concepts failed. The Secret to Develop Synonym Resume If you change a user-defined table type, then you must check wherever its been used in the database. For instance, you rename a table but dont need to influence the present applications that currently use the table. Prior to making any changes, the very first thing thats always smart to do is to back up the database table. The new table will just be made by employing the identical structure of the present table. A window will pop-up like the following where you are able to change the values to fulfill your requirements and press OK to produce the object. Rather than opening a standard hover panel, you are going to be taken right to the object editor for this table, view, etc.. Imagine if every time you produce a new table youve got to grant individual privileges to, say, 100 unique users. Make a specific copy of a current table.

4 Tips to Maximize the Value of Exit Interviews in the Legal Workplace

4 Tips to Maximize the Value of Exit Interviews in the Legal Workplace4 Tips to Maximize the Value of Exit Interviews in the Legal WorkplaceWhen a legal professional on your team hands you a resignation notice, do you schedule an exit interview? What about when you need to terminate a staff member - do you solicit their feedback before they leave?Exit interviews can be an ideal opportunity to obtain feedback from employees that can be used to improve geschftliches miteinander practices within legal organizations and strengthen employee retention and legal recruitment. But too often, Ive seen legal managers regard exit interviews as perfunctory, just filing away staff members interview responses along with the departing employees profile.Heres a short quiz on exit interviewsDo you or someone in your organization conduct exit interviews with every employee who leaves, including resignations, dismissals and layoffs?Do you have an established process for exit interviews?Does your organiz ation ask a consistent set of questions during exit interviews?Does someone in your organization review exit interview feedback on a regular basis?If you answered no to any of these questions, chances are that your organization is not deriving maximum value from the exit interview process.Here are four tips for using exit interviews productively and reaping the benefits they can offer1. Conduct exit interviews with all departing employees.Exit interviews should be conducted with all employees who are leaving the organization, regardless whether the circumstances involve a resignation, dismissal or layoff. One of the mistakes I see fruchtwein often is when law firms or legal departments hold exit interviews only with high-performing staff members they will sorely miss, because they want to find out exactly why the person is leaving to try to prevent a mass exodus of other top talent. But when exit interviews are done only occasionally or subjectively, you cant get a clear snapshot of areas within the organization that may need attention.2. Establish a process for exit interviews.If youre going to use exit interviews as part of your organizational approach, its important to create a process and administer it consistently across the board. This includes asking the same questions in each instance so you can compile and address cumulative data over time. Its also helpful to focus on open-ended questions to gain the most insights and provide the employee with questions in advance to facilitate a thoughtful and candid discussion during the interview.3. Identify a structure to capture feedback.Beyond creating a formal process for exit interviews, its critical to develop a consistent mechanism for capturing feedback so comments on various workplace issues - for example, compensation, training and development, environment and culture, mentoring - can be compared.4. Collect and regularly review exit feedback.The most significant value of exit interviews, in my opinion, is the cumulative data thats gathered over time. As with any data set, you need enough information in that bucket to identify recurring themes. If discussions with departing employees repeatedly raise comments on particular issues, its up to senior management to take action. So its important that exit interview feedback is collected, summarized and tracked centrally and analyzed and reviewed regularly to identify trends. Only then can legal management have a meaningful discussion and identify potential issues within the workplace where actions or changes may be required.Departing employees will generally be more honest in their feedback because theyre less concerned about repercussions than current employees may be. For that reason, exit interviews can be a very valuable tool to collect candid information about your culture and your legal leadership team, about organizational processes and procedures, structure and more. These interviews can offer a unique perspective on your compa nys performance and employee satisfaction that can be used strategically to improve workplace issues.Do you have other ideas for maximizing the value of exit interviews? Please share your comments below.

How to Diagnose a Sick Sale to Close the Deal

How to Diagnose a Sick Sale to Close the DealHow to Diagnose a Sick Sale to Close the DealWhen a sale falls apart early on, its disappointing. But when a sale falls apart at the very end of the abverkauf process, just when you thought you were about to close, its well beyond disappointing. At this point, youve invested a lot of time and energy into the sale, and you may well be counting on it to meet your quota. However, theres no need to despair (yet). Sometimes if you can figure out what happened, you can make a last-minute save. If not, you can at least remember what went wrong so that the next time you can catch the dicke bretter bohren mssen early on in the sales process, when its easier to resolve. Here are some of the most common circumstances that can cause a sale to fall apart. Youre Addressing the Wrong Need Prospect needs are not one size fits all. Its true that prospects in related circumstances will often have similar needs, but you cant just assume that a specific prosp ect will have a certain need or that that particular need is what he is most worried about. Dont make assumptions each time you meet a new prospect, ask questions to uncover his critical need and then build your sales presentation around meeting it.You Didnt Prove That You Have the Solution Addressing the right need isnt enough you also have to show the prospect that your product will fix his problem. And just saying our product will fix that isnt enough for the prospect unless you already have a very strong relationship with him. Not surprisingly, prospects are reluctant to trust salespeople, especially salespeople who are total strangers to them. So if youre going to make a claim, youd better back it up with hard evidence. Testimonials or endorsements from people that the prospect trusts are a powerful way to prove your point, but there are plenty of other options as well. The Prospect Isnt All That Worried Most people wont make a purchase unless they think they really need it. T he more expensive the product, the greater that urgency needs to be before theyll commit to a purchase. So even if you address the correct need and convince the prospect that you have the solution, he wont take the next step unless he also believes that the problem needs to be fixed immediately. There are two basic approaches you can use to create prospect urgency you can show him that his problem is more critical than he realized, or you can show him that the solution youre offering is only available for a limited time for example, the product model is about to be discontinued. You Didnt Prove Value A prospect isnt going to buy something that he feels is overpriced, even if all the other buying criteria are met. Instead, hell probably turn to your competitors in the hopes of getting a better deal. Proving value doesnt mean offering a price break it means showing the prospect why the product is worth the price youre asking. Usually, this entails pointing out the products benefits a nd equating them to how they will either make the prospect money or cut his costs. The Person Youre Speaking With Isnt a Prospect If you rush into the sales process without taking the time to qualify the prospect, you can end up wasting a lot of time with someone who is literally incapable of buying from you. If youve erred by pitching to someone who is not the actual decision-maker, you may be able to retrieve the sale by getting the person youve been speaking with to connect you with the actual decision-maker. However, the odds of success are slim if youve gone through an entire sales process already. Of course, if it turns out that youre dealing with someone who simply cannot buy from you or has no need to buy, you never had a chance to close that sale. The best you can hope for is to save that persons name in case he becomes a prospect in the future and pay more attention to qualifying future prospects.