The Behaviours And Knowledge Of Effective Recruitment Sales People Flashcards
Factors leading to poor sales?
- lack of research, planning and goal-setting
- lack of knowledge about the buyer and their service offering
- disorganised sales activity
- missing sales opportunities
- poor time management
- fear of rejection
- increased competition
- competitors undercutting rates
- general marketing conditions
- unrealistic targets
- focussing in quantity rather than quality of activity
Factors leading to successful sales?
- Planning for sales activity
- diarising the time to make calls and attend meetings
- researching the market, clients, competitor and candidates
- building knowledge and developing business acumen
- setting clear and defined goals
- adopting a genuine self belief in being a recruitment expert
- being positive about the service offering
- a genuine desire to learn and develop
Behaviours of a successful sales person?
- Assertiveness
- resilience
- empathy
- influence
- decisiveness
- self-motivation
- ability to build and maintain rapport
- ability to solve problems
- adaptability
Key areas of knowledge for success in sales?
- business
- market
- competitor
- client
- candidate
- networks
- service
- terms
- sales opportunities
- targets
- sales boundaries
- sales goals
- key selling propositions (KSP)
- unique selling propositions (USP)
Skills of a successful sales person?
- strategic thinking
- organised
- ability to prioritise
- effective communicator
- forward thinking
- ability to objection handle
- ability to close
- creative thinking
- persuasive
- effective negotiator
What is the Betari Box Model?
My Attitude affects My Behaviour affects Your Attitude affects Your Behaviour affects My Attitude and so on
What are the three categories of empathy used to break down the Betari Box Model cycle?
- cognitive empathy
- emotional empathy
- compassionate empathy
What is cognitive empathy?
Knowing what and how the other party is feeling, also known as ‘perspective taking’
Key strength of cognitive empathy?
Useful when negotiating or motivating
Key weakness of cognitive empathy?
Can be seen as ‘under emotional’ or unsympathetic, reliant on too much logical analysis
What is emotional empathy?
When you feel with the other person, as if their emotions are contagious
Key strength of emotional empathy?
Makes someone well-attuned to another person’s inner emotional world - this level of understanding of the other person is useful when selling
Key weakness of emotional empathy?
Can be seen as ‘over emotional’ and a reliance on emotions can mean that reason and common sense are overlooked
What is compassionate empathy?
Why is this beneficial?
Where you understand the feelings of the other party AND feel compelled to help if needed
Allows you to understand the emotions of the other person and sympathise and take action to resolve the problem
