Nick Hill is Mr Presenter - Sales and Presentation Training Specialist > Recruitment Sales Consultants: Selling benefits or consequences

Recruitment Sales Consultants: Selling benefits or consequences

Published 6th October 2013

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In the role of Recruitment Sales Consultant one thing is for sure, dealing with people as opposed to products means that there are many variables at play when selling opportunties to candidates and selling your service to clients.


* Products don't "all of a sudden" decide they want to be priced differently.
* Products don't decide they are not going to the meeting at the last minute.
* Products don't decide they want to be represeted by another company.



With people it's the exact opposite! All of the above can and does happen. I'm sure that you, like me, have been in situations where candidates 'mess about.' If only you had more control over them throughout the process!


SUBTLE THINGS YOU CAN DO TO AVOID YOUR 'C' MESSING ABOUT

There are subtle things you cn do as a recruitment sales consultant to manage the risk of the above factors happening. I'm not saying you can eradicate it completely because you can't. But you can do things differently to that of your competitors that will create candidate and client loyalty.


FIND THE PERSONS MOTIVATION STRATEGY (Meta Programs - LC Bandler 1970s)

One aspect of a persons (candidate or client) psychology that you have to take into account when dealing with them is their 'motivation' strategy. What this means is whether the person is motivated to take action on something because they are either 'goal focused' or at the other end of the spectrum, consequences focused. In short, will a person take action because they like what they see or will avoid something they don't want to happen.

How you find this out is as follows:

1) Find out the persons values. That is what is important to them. E.g money, location

2) When you know a persons values ask them, "Why is (VALUE) important to you?"

Simple so far right?

The answer to the question, "What is the persons motivation strategy?" is contained in how the person answers, "Why is (VALUE) Important to you?" There are 4 types of answer.


Example: "Why is MONEY important to you?"

1) Money is important because I want an increase in salary
2) Money is important because I don't want to earn less that what I earn now
3) Money is important because I want an increase and don't want to earn less
4) Money is important because I don;t want to earn less and I'm after an increase in salary.



The motivation strategy for the person on the value of money is therefore:

1) TOWARDS MOTIVATED (focuses on what they want)
2) AWAY FROM MOTIVATED (focuses on what they want to avoid)
3) TOWARDS AWAY MOTIVATED (Focuses on what they want to have and avoid)
4) AWAY TOWARDS MOTIVATED (Focuses on what they want to avoid and have)



Once you have uncovered the strategy you now need to know how to sell to it. Visit www.therecruitmentsalesacademy.com to find out how!








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