Recruitment Sales Questioning Techniques And Sales Behaviours Flashcards
What is the recruitment sales cycle?
- Identify sales opportunities
- Questioning to identify needs
- showing capability
- managing objections
- asking for commitment
- creating loyalty
- identifying sales opportunities
- and so on
Questioning to identify needs - who should be questioned?
The main user as well as the decision maker and authoriser
Questioning to identify needs - what should you aim for questions to be?
- clear
- concise
- relevant
- probing
What are the main types of questions used in a sales dialogue?
- open questions
- closed questions
- probing questions
- hypothetical questions
What are open questions and what do they aim to do?
Start with how, what, why, when, where, who, which
To gain more than once piece of info, encouraging the client to talk and discuss their organisation, recruitment process and needs
What are closed questions and what do they aim to do?
Typically start with did, will, do, can, shall, would, are
To gain one piece of information, including yes and no responses. To confirm or summarise information and also to clarify detail. To control the dialogue
What are probing questions and what do these aim to do?
Typically use the words detail, specifically, clarify, exactly, more, reason, particularly
To gain additional and further info. To dig deeper and gather factual evidence or detail about recruitment needs and decision making
What are hypothetical questions and what do they aim to do?
Poses a realistic scenario for the client to think about and respond to. Either open or closed.
Useful to gain commitment and flexibility. To gain an agreement to a hypothetical scenario
What is involved in a needs benefit statement cycle?
1) client need statements
2) choose relevant facts
3) link to needs and problems
4) express as a benefit statement
What are client need statements?
Details expressed by the client about their recruitment needs, expectations and problems
What is a recruitment imbalance?
The difference between the work needed to be completed and staffing resources
In what circumstances do organisational imbalances typically occur?
- relocations
- mergers, acquisition or restructure
- changes in legislation
- economic changes
- fluctuating workloads
- skill shortages
- new projects
- planned and unplanned absences
Where might a recruiter’s ‘features’ come from?
What are these used for?
- REC membership & CPD
- client meetings
- database of clients
- timesheets
- website
- job board advertising
- training candidates
- skills validation
- success-only fee
- interview facilities
- confidential service
- international coverage
- salary surveys
- local candidates
- qualification checks
- ISO standards of working
- qualified consultants
- database of candidates
- in-depth interview
- 24-hour cover
- limited company contractors
- candidate marketing
- eligibility to work checks
- working time opt-out
- rebate
- temp to perm
- client testimonials
- legal bulletins
- candidate availability lists
- breakfast seminars
- reference checks
- investors in people
These are what the sales person has available to them to help the buyer resolve problems and so benefit the buyer
What is the importance of the link needs to problems stage in the recruitment sales cycle?
This is where a sales person decides which features of their service will best help the buyer to solve their requirement problems or satisfy their needs
What is the importance of the ‘express as a benefit’ stage in the recruitment sales cycle?
This establishes how the the link to needs and problems will benefit the client so making it meaningful to the client
