22 Dec December 22, 2017 – Recruit Rockstars Jeff Hyman and Why People Buy Greg Nanigian
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Jeff Hyman – Executive Recruiter at Strong Suit, Bestselling Author of Recruit Rockstars: The 10 Step Playbook to Find the Winners and Ignite Your Business and Professor at Kellogg School
Jeff Hyman has started four companies, raised $55 million from VC investors, turned around companies, and recruited over 3,000 employees. After graduating from Wharton & Kellogg, he worked for two of the world’s top executive search firms Heidrick & Struggles and Spencer Stuart. Inc. Magazine even featured him on the cover and called me “The Matchmaker” for his recruiting expertise. But he still says he made every recruiting mistake in the book. He studied what worked and created nearly-foolproof methods for accurate hiring. He has now advised hundreds of entrepreneurs along the way. With what he learned about improving the recruitment process, he wrote the book “Hiring Growth Rockstars” to capture these hard-won lessons. During one round of raising investor capital, he was rejected 84 times until he met one true believer and soon they sold the company!
Greg Nanigian – President and CEO of Greg Nanigian and Associates and Author of Why People Buy: The Real Reasons Features and Benefits Selling Doesn’t Work
Greg Nanigian is the President and CEO of Greg Nanigian and Associates, a Sandler Training affiliate. He has helped thousands of sales professionals and organizations optimize their selling strategies, increase profits and create lasting relationships with their customers. They help owners, sales managers and salespeople meet or exceed both their individual and organizational goals. Greg has interviewed thousands of chief executives, sales managers, and salespeople, and found that over 90% of them have exactly the same problem. Why? Because they’ve been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don’t get beyond a superficial discussion of prospects’ interests and problems. They also don’t uncover the impact of those problems on prospects’ companies or families, don’t identify the impact on prospects personally, and don’t establish prospects’ level of commitment to fixing the problem. The bottom line: they never find out the prospects’ true feelings—and feelings are where selling takes place. The Sandler Selling System is a tested, proven seven-step process for effective selling. It’s fueled by techniques based in psychological models. The cornerstone of the Sandler system is a step in the process called the Pain Step. In Greg’s new book “Why People Buy,” you’ll discover how you can use the Pain Step to shorten your selling cycle and improve your closing ratio dramatically.