Are your sales personnel focused on problems or solutions?
Do they know the 4 steps of the Buyer's process?
Studies show the top sales people understand solutions result from consultative sales interviews. Interviews that focus on problems unique to the client. Guy Baker discusses the consultative process, the four steps of the buyer's process and how to integrate consultative selling with effective sales results.
Books:
Why People Buy
Why People Buy discusses buying and selling processes and is aimed at helping sellers define the things that influence the buyer's decision. Everyone is selling something.
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Investment Alchemy
What investment strategies should an investor mix together to achieve long-term financial success? Investment Alchemy describes a sensible, systematic method for shaping your long-term investment decisions.
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Baker's Dozen
Guy's 13 fundamental principles for financial independence are time-tested and philosophically sound principles. You will learn first hand from Guy's own experience how he applied these principles to create wealth in his own life.
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Vanishing Jobs (Old DOT)
ERI and PAQ are cooperating in saving the abandoned US Dictionary of Occupational Titles (both the US Social Security Administration and its IARP expert witnesses still use the old DOT); listed are examples of jobs disappearing since the last 1991 and 1993 publishing dates:
Ad Terminal Makeup Operator-print. & pub.,
Bomb Disposal Specialist-government ser.,
Bread Dough Mixer-bakery products,
Butt Presser-meat products,
Chiseler Head-meat products,
Cigar Bander Hand-tobacco,
Coiled Coil Inspector-light. fix.,
Cushion Cementer-boot & shoe,
Desizing Machine Operator Head End-textile,
Feed In Tender Dehairing Machine-meat products,
Fisher Spear-fishing & hunt.,
Groove Turner-clock & watch,
Mainspring Reverse Winder-clock & watch,
Map Clerk-insurance,
Monitor Chief-tel. & tel.,
Pillowcase Turner-tex. prod., nec,
Porter Sample Case-wholesale tr.,
Scullion-water trans.,
Shank Sander-boot & shoe,
Shirt Folder-laundry & rel.,
Sock Lining Stitcher-boot & shoe,
Turkish Rubber-personal ser.,
Wolf Hunter-fishing & hunt.,
Wood Heel Cementer-boot & shoe,
Wooden Frame Builder-furniture
(see more)
Since 1974 PAQ competency tools (questionnaires, importance identification, and reports) have assisted in managing staffing and building employees' asset values. Competencies are not about jobs; they are about people and their organizations, and provide the framework for assessment, feedback and development needed for recruiting, training and both talent and reward management. PAQ competencies assure "the right people are in the right seats on the bus." Explore PAQ because our methodology is worker-focused (see ERI data if you wish to focus on "jobs") and reflects real data from employer-provided sources. PAQ's data save time and expense. Review the first truly new way to define, quantify, and value work developed in the past 20 years!
Competency
Pat founded Schuster-Zingheim and Associates, Inc. with Jay Schuster in 1985. She advises a wide range of companies on total pay and other rewards. Pat received WorldatWork's 2006 Keystone Award, the Association's highest honor, for her contributions to the total rewards profession's body of knowledge.
To learn more click here.
Jay founded Schuster-Zingheim and Associates, Inc. with Patricia Zingheim in 1985. He advises companies on aligning pay and rewards with business strategy. Jay joins only 17 prior recipients and Pat in receiving WorldatWork's 2006 Keystone Award, the Association's highest honor, for his contributions to the total rewards profession's body of knowledge. A recognized leader in the move to new pay, he has introduced many groundbreaking pay and reward innovations.
To learn more click here.
Guy's experience in the business planning and estate planning field is extensive. He has completed many estate plans for families with a net worth in excess of $25,000,000 working with nationally known estate planning attorneys.
To learn more click here.
Position Analysis
PAQ provides training, web-based support, and its competency tools; we do not provide fee-for-service consulting. Recommended professionals in the field of competencies include Guy Baker, CLU, September's President of the Million $ Roundtable and WorldatWork Keystone awardees, Dr. Pat Zingheim and Dr. Jay Schuster, all of whom make their competency articles and textbooks available via PAQ and ERI, the world's leaders in employer-provided specific job data, competencies and compensation respectively.
US Jobs Studied-ERI/PAQ 130,139 yesterday 257,288,453 in our library 143,928,700 total jobs existent
547 emerging jobs were added to ERI's Occupational Assessor this quarter; for free and complete review, download ERI's eDOT Job Search module, created to assist disabled individuals and those unexpectedly unemployed. PAQ analyses are acclaimed as "at the top of the list regarding their usability and practicality" (DRI Report for Social Security). Private insurers and expert witnesses have found PAQ's eDOT Skills Project data both construct and content valid. See why thousands use this data in FLSA overtime testing, disability determinations, and expert witness testimony.
TEL 310.471.4865
Pay People Right for the Right Competencies and Right Results.
To be effective and efficient, organizations not only need the right people in the right seats on the right bus going in the right direction together but also must pay them right. Regardless of the economy, employers cannot lose their high performers and employees who have core or key competencies and add value to the enterprise. Schuster-Zingheim and Associates, Inc. provides consulting services to help your organization design pay and reward systems to pay for results, competencies and skills.
Books:
High-Performance Pay: Fast Forward to Business Success
High-Performance Pay suggests the business case for the why and how of really paying for performance as a concrete and effective business strategy to create a performance culture and a high-performance organization.
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Pay People Right! Breakthrough Reward Strategies to Create Great Companies
Now, as today???s companies push to improve their effectiveness and compete globally, Zingheim and Schuster reveal how total rewards provide a unique and practical advantage to those organizations with the foresight to pay people right.
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The New Pay: Linking Employee and Organizational Performance
When change is underway, pay can be a powerful communicator of values and directions. In today's challenging business environment, the need to use pay strategically is more important than ever as companies and their leaders look for ways to improve outcomes, performance, productivity, and teamwork.
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Management Compensation in High Technology Companies
A pioneering book that focuses on pay systems in companies from the Silicon Valley to the Boston high-technology corridor. Discusses "best practice" in areas of performance management, job valuing, incentives, measurement of performance, and other topics. Emphasizes management compensation.
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Compensating Key Personnel in the Health Care Industry
Addresses pay systems in health care where compensation is often a major cost of doing business. Provides guidance for hospitals, medical groups, and health management organizations on issues of job valuing, pay increases, incentives, performance management, and other aspects of effective pay management.
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PAQ's services include providing competency reports, job analysis scoring, and the exclusive leasing of PAQ Competency & Skils Project data to ERI Economic Research Institute for its Competency (Occupational) Assessor software, commonly called the enhanced Dictionary of Occupational Titles (eDOT). In addtion to online job analysis scoring of PAQ questionnaires, training of subject matter expert job analysts, and the provision of online specialty reports for use by disability determination, employee selection, and/or salary administration professionals, PAQ provides a wide range of competency materials for: competency performance, competency pay, competency modes, competency performance management, competency identification, competency selection, competency total rewards, competency management, competency strategy, competency human capital, competency human resources, and competency job identification. PAQ Services, Inc. does not provide fee-for-service consulting.
