The Structure Of Recruitment Sales Flashcards
What structure can be taken for telephone sales calls?
1) planning
2) introducing
3) questioning
4) showing
5) asking
6) following up
What is involved with planning for telephone sales calls?
- research the organisation
- set 3 objectives per call - could get, should get, must get
- identify a value statement (the reason for the call)
- establish fact-finding open questions
- identify possible dates for meetings
- gather relevant documentation
- check registration on the Telephone Preference Service
- establish previous communication
- set time aside
- limit distractions
- adopt a positive sales attitude and tone of voice
- plan for potential objections
What is involved in introducing in telephone sales calls?
- Self- introduction
- research link e.g. “the last time we spoke you mentioned that you found it difficult to recruit…”
- value statement - call purpose
- commitment gaining e.g “do you have a couple of minutes to discuss…?”
What is involved with questioning in a telephone sales call?
- gaining info in the client’s current situation, problems and needs
- relevant questions - relating to current research, call objectives and specific information required
- record details and summarise info back to client to ensure this is correct
What is involved with showing in telephone sales calls?
- discuss specific or relevant candidates or roles
- highlight relevant experience, skills and knowledge that match needs
- demonstrate the next steps in the recruitment process
- discuss how the recruiter will proactively search for candidates
- complete any documentation
- describe relevant features using benefit statements linked to specific needs
- negotiate rates within authority and if appropriate
- address any reservations or concerns
- use empathy and questioning to handle any possible objections
- ensure terms of business have been agreed
What is involved with asking in telephone sales calls?
- check to see if the client has any questions
- establish appropriate commitment
- agree an action plan
- summarise next steps and timescales
What is involved with following up in telephone sales calls?
- arrange interviews and candidate briefing
- contact relevant candidates and provide assignment or vacancy information
- send client full candidate details in relation to assignments
- issue terms of business
- email to confirm agreed actions
- send agreed information and follow up
- update database
- check candidate arrival at the booking or interview
What is involved in planning for face-to-face sales meetings?
- research the organisation
- identify objectives
- establish an agenda, a value statement and the meeting purpose
- establish fact-finding questions
- gather relevant documentation
- establish previous communication
- adopt a positive sales attitude and tone of voice
- plan for potential objections
- select relevant candidate CVs
- take terms of business
- personalise any presenter or e-presentation, linking to client needs, problems or situation
- set time aside for meeting and journey
- check directions, journey time, confirm address, and any parking arrangements
- check Google maps for pictures and area details
- take relevant marketing materials
- establish other organisational contacts
What is involved in introducing for face-to-face sales meetings?
Pre-client:
- arrive in time
- rather than sit
- check for useful research
- demonstrate positive attitude and body language
With client:
- smile
- Offer a firm handshake
- establish first names
- outline the planned agenda, meeting purpose and expected timescales
- stress confidentiality
- gain permission to take notes
- establish time to look around
What is involved with questioning in face-to-face sales meetings?
- used planned and relevant questions to gather it clarify info about a client’s current situation, problems and needs
- ask questions relating to current research, call objectives and specific info required
- listen and record details as appropriate
- summarise to ensure info is accurate
What is involved with showing in face-to-face sales meetings?
- use a formal presenter or e-presenter
- take job details using accurate job description and person specification templates
- discuss specific and relevant candidates
- highlight relevant experience, skills and knowledge to match needs
- manage expectations realistically and positively
- describe recruitment agency processes relevant to the client
- describe relevant features using benefit statements linked to specific needs
- discuss and agree terms of business
- negotiate rates within authority
- provide marketing to material, summaries of any presentation and CVs
- demonstrate next steps in the recruitment process
- address any reservations or queries
What is involved in asking with face-to-face sales meetings?
- check to establish any questions
- recap on agenda
- establish an appropriate level of commitment
- Agree a contact plan
- Summarise next steps and any realistic timescales
- tour premises
What is involved in filling up for face-to-face sales meetings?
- arrange interviews and candidate briefings
- contract relevant candidates and provide assignment or vacancy information
- send client full candidate details in relation to assignments
- email to confirm agreed actions
- send any agreed information
- update the database
- check candidate arrival at the booking to interview
