Sales - Week 7

Question 1

What are the 4 steps to handle objections?

Answer 1

• React with empathy
• Clarify the nature of the objection w/open ended questions
• Use a closed question to confirm you understand the objection
• Respond to the objection with an open ended question to confirm it has been handled

Question 2

What is the “feel, felt, found” technique?

Answer 2

• Feel: Empathize with client “I understand how you feel”
• Felt: Explain concerns are common: “many clients have felt the same”
• Found: Reassure through examples of success “they found that by using us”

Question 3

What are the 3 components of a transition statement?

Answer 3

• Purpose: reason you are here
• Process: what you hope to accomplish and how
• Payoff: what’s in it for both them and you

Question 4

What type of questions should you ask?

Answer 4

• Ask open-ended questions
• Ask about target areas where we could provide value
• Ask follow-up questions in line with their responses

Question 5

What is the best way to communicate with recruiting regarding anything outstanding?

Answer 5

Always pick up the phone and send a follow up email (vs. a gchat)

Question 6

Why is it important to understand a recruiter’s role and what goes into it in order to work together well?

Answer 6

To eliminate any sort of misconceptions

Question 7

What is the typical turnaround time for finding candidates that you should tell clients?

Answer 7

• If role is part of our core skill sets: 24-72 hours

- For unique roles: within a few days to a week

Question 8

When dealing with a client contact, what 3 boxes do they need to check?

Answer 8

• They are active participants
• They have genuine need
• They have the appropriate budget