The Situation Michelle sells contracts for copy machines to all kinds of organizations. Today she is meeting with a vice principal, Emil, who is negotiating for his private school. He makes it clear that he is talking to a number of vendors. The two are trying to discuss the school’s needs, which leads to talking…
Dimensional Selling The Dimensional Selling book was the first book on sales to deal with the psychology of selling. Written by industrial/organizational psychologists, Dr. Robert Lefton and Dr. Vic Buzzotta, it teaches practical tips for more effective sales interactions. This book on sales is written for both salespeople and sales managers. It explains how to…
Company Promotes Internally to Maintain Distinguished Quality Service Psychological Associates recently announced the promotion of Michelle Clark, Ph.D. to President, effective January 5. Company co-founder Robert Lefton, Ph.D. will continue as Psychological Associates’ CEO. Clark’s responsibilities include implementing the company’s overall mission through framing and leading talent management, corporate development, and succession planning programs for clients….
The Situation Phil is a sales rep for a large painting contractor that specializes in hotels and motels. He checks with his clients regularly to be sure that they are happy and his service is first-rate. Right now, he’s making the rounds, offering a promotional opportunity for hotels willing to sign long-term contracts. Missed Out…
Dr. Robert Lefton, co-founder and CEO of Psychological Associates, has been selected to join the distinguished Executives in Residence program at the John M. Olin School of Business at Washington University. Executives in Residence This elite team of executives brings a wealth of business insight and knowledge to students’ educational experience. All Executives in Residence…
How should we evaluate a CEO’s performance? Or the performance of any organizational leader? Too often, leadership evaluations — especially CEO evaluations — are based on the previous year’s financial achievements or disappointments. But those can only show us what happened in the past. But what most organizations really want is a tool that can…
The ability to handle objections effectively from both prospects and clients is a skill that can put your sales force ahead of the competition. Even a long-term customer may rethink a relationship with a provider if objections aren’t handled to complete satisfaction. This example shows how a simple technique may help.
It doesn’t matter if your organization is large or small, public or private: At some point, you will make a bad hire. Maybe it’s someone who just doesn’t fit the culture; or maybe it’s someone who doesn’t have quite the skills needed for the job. Or maybe it’s someone with a misleading résumé. Hiring is a…
Companies that win in the marketplace succeed not only by signing new customers, but also by doing the right things to maintain and grow current customers. Often, this gets down to salespeople establishing strong, collaborative relationships over time. To do this successfully, solid behavioral skills can be learned. Here’s an example of the difference taking…
It’s clear that American corporations have embraced the use of selection assessment and the principles of “big data” in managing the hiring process. For example, the Wall Street Journal ran a story on the rise of personality tests as part of standard hiring and vetting procedures. (Article author Lauren Weber summarizes her findings in a…
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