Sales - Week 4 Flashcards
Should I talk about myself in intro emails?
- No. Avoid using “I”
- Initial communication is not about you. It’s about the client and their problem and Planet’s services
- Remember “so what who cares”
Should I use LinkedIn messaging or email?
Both in tandem with each other
What are the types of Buyers?
- Economic
- User
- Technical
- Influencer
What is the typical structure in a prospecting message?
Call out why you are reaching out, explain who you are, and how you can provide value.
What is more important? What you say, or how you say it?
HOW. Your tone is more important than your message
Handle this objection: “Thanks but we don’t use staffing agencies.”
- Have you ever needed support with harder to fill positions?
- Have you had a bad experience in the past?
- Since there’s no upfront financial obligation would you be open to looking at candidates?
- Do you have internal recruiters that help?
- *Point is to ask specific questions that open the conversation**
What are the benefits of cross-selling?
- Increases revenue
- Creates customer loyalty
- Creates differentiation
- Generates leads
If you provide an intro to another division that ends in a placement, how much commission do you receive?
50% of all commission for the first 12 months of billing on all placements in that year
When should you plan your day and what activities should your plan include?
- Plan out your day the night before
- Plan out prospecting, follow-up calls, client submittals
How do you know how to prioritize your activities?
- Ask yourself, “is this a revenue-generating activity?’
- Ask what is closest to the dollar
What is the LCPA method?
- Listen: what are the person’s needs and wants
- Clarify: determine client’s flexibility
- Problem-solve: Discuss solutions
- Ask for action: Ask for an agreement
