Motivational Humorous Speaker -Motivational Speaker, Humorous Speaker: Doug Dvorak

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Doug Dvorak's Success Strategies
Helping Clients Enhance Business Performance and Leadership Success
October 2006 - Vol 1, Issue 2
In This Issue
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Logo In this issue of Success Strategies we will look at the competitive advantages of utilizing assessment instruments in the hiring process and creating value with prospects during the sales process. In the mid- eighties only 16% of businesses in America used assessments when hiring their employees, today over 60% of Corporate America uses them! Using assessments in your business can help you to make the right hiring decisions.

Great salespeople know how to create and articulate value to their prospects. We will provide you with some quick and useful tips on how to position perceived benefit vs. perceived price and how to best present different value based scenarios with prospects to win more sales!

If you have any questions or comments pertaining to the newsletter’s content, please call or email me directly at speaker@themastersofsuccess.biz or
(847) 359-6969.

Continued success,
Doug Dvorak

   Using Assessments In The Hiring Process

Hiring the right people for your organization has always been a key ingredient of success, but is more critical today than ever before. Individuals come into the workplace with diverse cultural, education, experience, and backgrounds and many have clear expectations of how they want their job to fit into their overall lifestyle.

With increasingly strict guidelines for hiring practices, how can an employer differentiate among qualified candidates without discriminating against them Background and reference checks may allow a decision maker to eliminate some candidates, and a well-planned interview or series of interviews can provide valuable insights into the candidates.

Unfortunately, the usefulness of the information gathered by these means greatly depends on the skill of the individual gathering that information.

Organizations seeking additional insights into candidates are turning with increasing frequency to assessment instruments or processes. These processes may include assessment centers, where candidates go through a battery of assessment instruments, role playing exercises, and interviews over a period of one or more days.

 

Psychological assessments by an organizational psychologist, assessment instruments administered by company personnel either on site or on line, or some combination of these approaches may also be done. (Assuming that the individuals administering and interpreting the assessments have been properly trained) The advantages of using assessments as part of the hiring process are as follows:

1.        Benchmarking – This is the process of determining what skills, talents, attitudes, and behaviors are important for successful performance in a given position. By analyzing the results of individuals who have demonstrated success in a given position and the requirements of the position, candidates can be compared with a set of objective standards.

2.        Comparative analysis –Standardized assessments allow for the direct comparison among individuals on whatever dimensions are measured by the instruments. For example, if a given position requires a high level of attention to detail and the assessments used measure attention to detail, the suitability of one candidate over another on that dimension can be directly determined.

3.        Quantifying organizational culture – Organizations have their own personalities, just as individuals do. A major contributing factor of an individual’s success in an organization is how well that individual assimilates into the organization’s culture, which has been loosely defined as how we do things around here. In fact, as an individual rises in an organization, his or her technical ability becomes less important and his or her ability to understand, work within, and influence the culture of the organization becomes critically important. Assessments can quantify many aspects of an organization’s culture, although not all.

4.        Technology – The workplace has changed dramatically in the last decade and technology has driven those changes. Individuals cyber commute or work flex hours, companies conduct virtual meetings to reduce travel time and expense, and almost instantaneous communication is the norm rather than the exception. Many standardized assessments can be administered on- line, allowing for individuals to respond at any time, day or night, and from their office, home, or laptop. This allows organizations to determine which candidates meet the minimum requirements to move ahead in the hiring process without the cost in time and manpower of bringing obviously unsuitable candidates in for a visit to the company office.

Although the advantages mentioned above are real, a word of caution is in order. The use of standard assessments is only one element in an effective hiring process. They should not be used instead of background checks, reference checks, and personal interviews. Assessments should be used together with these other sources of information. Your organization is never going to be one hundred percent accurate in hiring new employees, but a systematic approach to hiring, effectively using assessment tools, can greatly reduce the number of hiring mistakes and its accompanying pain for all involved.

Copyright ©2006. Angelo Valenti, All rights reserved worldwide

How do you compete in your marketplace? Are you seeking to sell high volume at low prices? Or, are you creating value for your product or service? If you compete solely on price, chances are your company will not be able to survive long term.
The Champion Salesperson understands that great salespeople sell high volume and high margin. One without the other is a recipe for disaster. One of the keys to success in selling high volume and margin is the ability to establish value with prospects.

Value is the perception a prospect has regarding your product or service. Value can be defined mathematically as the perceived benefit over perceived costs and price. Creating value starts with belief in your product or service and the ability it has to satisfy your prospects’ needs. Before walking into the prospect’s office, do research and find out as much information as possible about your competition, the prospect, and the industry. Armed with confidence and knowledge, you will be able to create value.

The value you create with prospects is not dictated by what you tell, but by what you ask. So many salespeople try to talk their way into value creation. Value is determined by the prospect, not the salesperson. So then, asking the right questions will allow you to understand what the prospect perceives as value. Remember, you cannot learn if you are talking.

Your questions should be focused on what the prospect wants to achieve. Ask questions about the prospect’s goals and objectives and the benefits of achieving those goals and objectives. Other questions could explore the consequences of not reaching the objectives. As you can see, when you know the answers to these types of questions, you will be able to show the value your product or service will bring the prospect.

The champion salesperson sells high volume and margin through the creation of value with each prospect. They understand what value is and ask the right questions to create value.
 
Sales Tip of the Month

Situation -
When presenting a prospect with different solutions which option should you present first?

Highest priced
Mid-priced
Lowest priced

Answer -
The highest priced option is the best solution to present first. Research shows that if the prospect is interested in your product or service they will go with the higher priced solution if their budget permits. However, if they are interested in purchasing your product or service and the higher priced option exceeds their budget, the mid or lower priced option will be attractive to them because it seems reasonable in relation to the higher priced option.

Reprint permission granted by Shari Roth, Capital Idea. Copyright© 2006 All rights reserved worldwide.
doug
Doug Dvorak is the CEO of Dvorak Marketing Group, Inc., a worldwide organization that assists clients with productivity training and customer service and sales excellence management workshops. Doug’s clients are characterized as Fortune 1000 companies, small to medium businesses, civic organizations, and service businesses. Doug has earned an international reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education, and success training. His background in sales, leadership, management, and customer loyalty has allowed him to become one of world’s most sought-after consultants, lecturers and teachers. This vast experience has helped him shape and determine his philosophies on success in business, which he now shares annually with thousands of individuals through keynote presentations, syndicated writing, television, seminars, books, and tapes. If you would like Doug to address your organization with a dynamic and educational presentation, or if you would like to host a workshop, please contact Doug at (847) 359-6969 or Doug@DougDvorak.com.

 
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                                Doug is a member of the
                                National Speakers Association (NSA).
 
Pro Speakers
Doug is a member of the
International Federation For Professional Speakers (IFFPS).
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Sincerely,


Doug Dvorak
Dvorak Marketing Group

phone: 847-359-6969