Are you making these six common selling errors? Find out what they are and how to easily avoid them.Why does one sales campaign end in success and another in abject failure? In almost every case, it's because the seller neglected an essential step in the selling process. Here are the most common errors, along with some advice on how to avoid them.1. Failure to Research the CustomerIn today's information-rich business world, customers expect you to know the following before you contact them:Who they areWhom they work forWhom they work withWhat their company doesWho their customers areWhy they might need your offeringWhenever you ask a customer a question that could be answered by spending 30 seconds on the Web, you're telling that customer that either you're stupid or you don't really give a damn.
Here’s the latest Workweek, the Indeed Hiring Lab’s round-up of the latest research, news, and perspectives that made us think deeply or differently about the labor market this week. It’s your guide to the most important new insights about work.
These are our picks for this week:
Different Challenges for Global Gig Workers
A study of online gig workers in Africa and Southeast Asia shows that they face some of the same benefits and challenges as gig workers in richer countries, but with some key differences. First, for a gig worker doing a task for a client in another country, it’s unclear whose labor laws apply. Second, there’s the risk of “massive labor oversupply” and downward wage pressure if the whole world can compete for gigs. Finally, a gig workforce that is globally dispersed cannot collaborate or bargain collectively as easily as one that is more concentrated and unified. (The Atlantic)
Mistreated Job-Seekers Become Grumpy Customers
Almost two-thirds of workers said they were less likely to be a customer of a company that treated them poorly as a job candidate. In addition, negative online reviews of a company can discourage future job-seekers from applying. As a result, some companies are improving the recruitment experience for candidates, such as providing quicker and more actionable feedback. (Wall Street Journal)
Overtaxing U.S. Workers
The U.S. is a relatively low-tax country overall, once all forms of taxes are taken into account. Personal income taxes, however, are high compared with most other rich countries, while taxes on purchases and other forms of consumption are much lower in the U.S. than elsewhere. This mix of taxes might be a disincentive for Americans to work, save, and invest — and might also increase the trade deficit. (Bloomberg View)
The Wrong Kind of Job Interview
“Tell me about yourself.” Wrong strategy!
Unstructured job interviews add no relevant information about future success for some endeavors, and can even be counter-productive if they crowd out more useful information or play to interviewers’ biases. Structured interviews with consistent questions and skill tests can be better predictors of on-the-job success — though of course “success” itself might be difficult to quantify for certain kinds of roles. (New York Times)
What Gets Learned in New York, Stays in New York
A new Empire State scholarship program offers grants making college tuition-free, but with a catch: you have to live and work in New York State after graduation, or the grant gets downgraded to a loan. This location requirement might mean that the State gets a better return on its investment by hanging on to productive, tax-paying graduates, assuming they land good in-state jobs. The graduates themselves, though, might forego better opportunities out-of-state, or be in for a costly surprise if they move away without reading the fine print. (Wall Street Journal)