Recruitment Sales Consultants: Always ask clients this question.
Published 12th December 2013
Readers of this blog will already be aware of META PROGRAMS (LC Bandler 1970's) which are unique behavioural strategies that people run at an unconscious level that define how they behave in contexts they occupy. One of these contexts being 'behavioural preferences at work.'
WORK PREFERENCES FOR CLIENTS AND CANDIDATES
Finding out a persons 'meta programs' is easy when you know how and the knowledge of doing so gives recruitment sales consultants a distinct advantage in the sales process, especially during the pitching phase. When I'm providing training for recruitment consultants I provide questions, conversational in nature, that can be directed to clients and candidates that once answered, the consultant can utilise that information knowing what 'program' a client runs in that context. One of these programs is known as 'work preference' which focuses on extracting 'where the persons PRIMARY attention or preference is in the workplace.'
"WHAT DO YOU ENJOY MOST ABOUT WHAT YOU DO?"
Think about this question. How would you answer it?
THE DENOMINATIONS OF RESPONSE
There are 3 ways this question can be answered:
1. The person focuses on PEOPLE
2. The person focuses on SYSTEMS / PROCESSES
3. The person focuses on THINGS (money / role / environment / nouns)
WHAT TO DO NEXT
Let's say the client focuses on people. Now you have this information, every time you are communicating the 'impact' of your service you must steer the benefit towards what effect it has on people. That's what the clients preference is and your job is to highlight this. THAT IS BECAUSE THAT'S WHAT THEY WANT TO HEAR!
Focusing on anything else won't resonate with them half as much.
KNOW YOUR CLIENT INSIDE OUT
When you know your clients behaviour, via extracting their unique programs, you can 'sell to the person in the way they prefer to be sold to' which I'm sure you'll agree is a distinct advantage in todays economic climate.
For more information on Meta Programs and how to use them in recruitment sales consultancy why not take advantage of The Recruitment Sales Academy 5 part program. Find it at www.therecruitmentsalesacademy.com