essential sales skills for recruiters
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1
Essential sales skills for recruiters
Wednesday August 28, 2013
Your presenters
Nancy L. Parks, Ph.D.
Dinah J. Matlock
Sales Recruiting
www.hrpartnersplus.com
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At the end of today’s session …
You can expect to know:
The basics of a buying process and how to align your recruiting process with how your prospects and candidates make “buying” decisions.
The three, critical sales skills linked to your recruiting success.
The biggest mistake recruiters make when it comes to selling skills – and learn how to avoid it!
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When we think of sales …
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But Daniel Pink says …
1 in 9 workers make a living by trying to get others to purchase something
We’re all in “non-sales selling”
A generic buying process
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With the right process, anything is possible
A generic buying process
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Recognize need/problem Conduct search& evaluate options (and risks)
Decide (best option)
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Buying process(prospect or candidate)
Selling process(recruiter)
1.0Recognize
need/problem
2.0Evaluate options
(& risks)
3.0Decide
1.0Share job
opening or details, verify
resume
2.0Get “yes” or “no”
3.0If “yes” Send job
info or to HMIf “no” drop or get
referral
Lack of alignment …
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Buying process(prospect or candidate)
Selling process(recruiter)
1.0Recognize
need/problem
2.0Evaluate options
(& risks)
3.0Decide
1.0Identify, define &
clarify needs
2.0Align, sell back,
manage objections
3.0Address
competition; ensure
commitment; close
Alignment… Sell the hole, not the shovel
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The successful process…
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Foundational skillsin a successful process
Sell the hole, not the shovel
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Questioning & listening: Two sides to the same coin
• How much time do you spend talking? Listening?
• Do you find yourself talking more than you mean to?
• Do your questions serve primarily your needs or the needs of your prospect or candidate?
• After the call, how comfortable are you that you have learned enough to know if this person would be a good fit?
• How effective are you at answering questions and objections that come up during the call?
Listen
Ask
Ask
Sell the hole, not the shovel
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Situation/fact questions
Help you understand the current situation
Be careful not to ask too many of these!
Do your homework
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Problem / pain questions
Key job satisfiers, motivators, what’s of value
Help you get aligned with your prospect or candidate
Highly correlated to sales success
Sell the hole, not the shovel
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Managing objections
Use great questioning & listening skills
Never deal with salary in isolation
Remain calm – maybe even try agreeing!
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Managing objections: The turn-around question
Use this when you don’t want to give a direct answer(at least right now)
Turn Around
Stay calm Acknowledge Question
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Managing objections: The “if” question
If …
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Gaining commitment
Identify the decision-making criteria
Align “pain points” with the position
Listen, clarify, respond
Directly address concerns and/or questions
Confirm, confirm, confirm
Sell the hole, not the shovel
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The successful process…
Selling process(recruiter)
1.0Identify, define &
clarify needs
2.0Align, sell back,
manage objections
3.0Address
competition; ensure
commitment; close
Questioning & listeningManaging objectionsGaining commitment
“Sell the hole, not the shovel”
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Essential sales skills for recruiters
Wednesday August 28, 2013
Your presenters
Nancy L. Parks, Ph.D.
Dinah J. Matlock
Sales Recruiting
www.hrpartnersplus.com
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