Unit 3-1-2: Understanding Sales in Recruitment Part 2 Flashcards
(42 cards)
What strategic questions could a seller ask themselves to ascertain the deptch of a relationship and commitment?
3-1-2 Understanding the recruitment sales cycle
- Where are we now with this buyer?
- Where do we want to be in x months time?
- What actions do we need to undertake to get there?
- How will we measure our success?
Define some characteristics of the ‘push’ style of selling:
3-1-2 Understanding the recruitment sales cycle
- Lots of talking;
- Limited listening;
- Scripted;
- High pressure tactics.
Define some characteristics of the ‘pull’ style of selling:
3-1-2 Understanding the recruitment sales cycle
- Active listening;
- Well researched;
- Involves the buyer in the decision;
- Empathetic.
Define some negatives of the of the ‘push’ style of selling:
3-1-2 Understanding the recruitment sales cycle
- Short-term one-off business;
- Likely to reject future contact;
- Will only use you as a last resort;
- Reuced margins.
Define some positives of the of the ‘pull’ style of selling:
3-1-2 Understanding the recruitment sales cycle
- Longer-term relationships;
- Repeat business;
- Higher margins;
- Less rejection.
What are the stages of a telephone sales call?
3-1-2 Understanding the recruitment sales cycle
- Planning;
- Introducing;
- Questioning;
- Showing;
- Asking;
- Following-up.
Name some considerations that should be made in ‘planning’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- Research;
- Set objectives;
- Set-time aside;
- Adopt a positive attitude;
- Plan for potential objections.
Name some considerations that should be made in ‘introducing’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- OBS;
- Self-introduction;
- Use research;
- Add value;
- Gain commitment.
Name some considerations that should be made in ‘questioning’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- Planned and relevant Q’s;
- Active listening;
- Summarise to ensure info is correct.
Name some considerations that should be made in ‘showing’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- Describe relevant features and benefits linked to specific needs.
- Discuss specific and relevant candidates;
- Manage expectations realistically;
- Use empathy and question handling to manage objections.
- Agree terms.
Name some considerations that should be made in ‘asking’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- Check to see if client has questions;
- Establish commitment;
- Agree contact plan;
- Summarise next steps.
Name some considerations that should be made in ‘asking’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- Check to see if client has questions;
- Establish commitment;
- Agree contact plan;
- Summarise next steps.
Name some considerations that should be made in ‘following-up’ stage of a client sales call or meeting?
3-1-2 Understanding the recruitment sales cycle
- Send client relevant candidate details;
- Arrange interviews and candidate briefings;
- Email agreed actions;
- Check on candidate arrival.
What is the aim and provide an example of an open question:
3-1-2 Understanding the recruitment sales cycle
- To gain more than one piece of information;
- Encourage the client to talk openly;
- “Explain how, who, what, where”
What is the aim and provide an example of an closed question:
3-1-2 Understanding the recruitment sales cycle
- To gain one piece of information;
- Summarise and clarify;
- “Did you, will you, would you”
What is the aim and provide an example of a probing question:
3-1-2 Understanding the recruitment sales cycle
- To gain additional information;
- Digs deeper;
- Use words like “specifically, clarify, tell me more, what was the reason for”
What is the aim and provide an example of a hypothetical question:
3-1-2 Understanding the recruitment sales cycle
- Poses a hypothetical scenario for the client to consider;
- Open or closed questions;
- Useful to find the pain, gain commitment or flexibility;
- “If there was a way of saving you time…”
Name the four parts of showing capability:
3-1-2 Understanding the recruitment sales cycle
- Client need statement;
- Choose relevant facts;
- Link to needs and problems;
- Express as a benefit statement.
When showing capability, explain what a ‘client need statement’ is:
3-1-2 Understanding the recruitment sales cycle
The client expresses details about their recruitment needs, expectations and problems.
When showing capability, explain what is meant by choosing the relevant facts or features and linking them to needs and problems:
3-1-2 Understanding the recruitment sales cycle
Where the recruiter selects the relevant feature of their business and matches it with the needs or problems of the client.
When showing capability, explain what is meant by choosing the relevant facts or features and linking them to needs and problems:
3-1-2 Understanding the recruitment sales cycle
Where the recruiter selects the relevant feature of their business and matches it with the needs or problems of the client.
What is SPIN selling?
3-1-2 Understanding the recruitment sales cycle
- Situation questions (what is the buyers situation?)
- Problem questions (what are the problems faced by the client)
- Implication questions (what are the consequences of the problems)
- **Need - payoff questions ** (how do we solve tyhe problems)
When showing capability, explain what is meant by expressing as a benefit statement:
3-1-2 Understanding the recruitment sales cycle
Where the recruiter selects the relevant feature of their business and matches it with the needs or problems of the client and expresses it as a benefit to the client.
What sort of objections can a client present?
3-1-2 Understanding the recruitment sales cycle
- Price (concern over cost)
- Capability (concern over service or ability to deliver)
- Vague (non-specific)
- Irrelevent (an attempted block that has little relevance to ongoing dialogue)
