The Deeper You Go- The More Sales You Will Close!
Staffing and Recruiting is a sales profession. If you don’t understand sales and you haven’t defined it, you can’t improve the number of sales you close. It’s critical to drill down, perfect and create a repeatable sales process. This entry will address primary areas you need to Master
Rapport
An Important part of your job is to
• Be incredibly friendly
• Win people over
• Create a bond whenever possible
Your clients must feel that you are:
• An expert
• More knowledgeable than your competition
• Provide information that helps them succeed which builds trust and respect
• Help influence decisions they are making in their business
• Open to be called by them for your input of advice
• Always go above and beyond their expectations to help them succeed
Other Ways To Establish Rapport:
Ask Great Questions
• Make a connection or find common interests
• Get personal as fast as you can get into this person’s world. Initially ask questions that appear to be more business questions like:
o “How long have you been doing this?”
o “What got you into this profession?” “What did you do before this?”
• You eventually build up to:
o “What are your interests outside of work?” “Where did you go to school?”
o “Have you always lived in ________?”
Be Empathetic And Care About Them
Show more interest in them than anyone else has ever been.
Find Common Ground
I had a terrible time building rapport with a client until we discovered we were both animal lovers and had volunteered at animal shelters it unlocked a bond that we still share to this day.
Mirror
If you match your tonality and body language to your prospects, they will make a subconscious connection that you are like them. Determine if they are audio, visual or kinesthetic.
Rapport can make you bulletproof, increase referrals, boost your closing ratio and help you become more and more sought out by your clients.
Qualifying
Qualifying buyers means finding out what they are looking for (in the area of services you offer) and identifying what factors will influence them to buy.
Value
You have built rapport and assessed your prospects and clients buying criteria, now you must build value around your services. Your USP (Unique Sales Presentation) should build value and let them know you value in the marketplace.
Desire
In our profession timing is critical and now is the time to attempt to increase the desire of your prospect or client to want your services now.
Two effective techniques:
• Lead them through questions where you intensify their need from their perspective
• Present data that motivates your prospect of client to take action now
Objections
Identify the most common objections that prevent sales. Develop effective responses that justify their objections, but eliminate them as obstacles to utilizing your services.
Closing
Most people need help in making decisions. It’s acceptable to make them feel a little pressure if they understand the benefits they will experience.
If you truly believe that your clients benefit from your services, it’s your morale obligation to help the make a decision.
With a structured follow up process you will propel yourself so far above your competition that they won’t be able to touch your clients.
In Conclusion:
Make it your personal mission to help your clients succeed, become involved in their lives and develop a friendship – you will close more sales!
If you enjoyed this training and are considering entering the Staffing and Recruiting profession, there has never been a better time to get involved because many markets are seriously lacking enough talent! Please register your name, email and phone number in the upper right hand corner of this page and you’ll received a special free webinar titled “How to Start a Staffing or Recruiting Business in Today’s Economy”. Do it now!