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Certificate in Recruitment Practice > Unit 3-1-2: Understanding Sales in Recruitment Part 2 > Flashcards

Unit 3-1-2: Understanding Sales in Recruitment Part 2 Flashcards

1
Q

What strategic questions could a seller ask themselves to ascertain the deptch of a relationship and commitment?

3-1-2 Understanding the recruitment sales cycle

A
  • Where are we now with this buyer?
  • Where do we want to be in x months time?
  • What actions do we need to undertake to get there?
  • How will we measure our success?
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2
Q

Define some characteristics of the ‘push’ style of selling:

3-1-2 Understanding the recruitment sales cycle

A
  • Lots of talking;
  • Limited listening;
  • Scripted;
  • High pressure tactics.
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3
Q

Define some characteristics of the ‘pull’ style of selling:

3-1-2 Understanding the recruitment sales cycle

A
  • Active listening;
  • Well researched;
  • Involves the buyer in the decision;
  • Empathetic.
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4
Q

Define some negatives of the of the ‘push’ style of selling:

3-1-2 Understanding the recruitment sales cycle

A
  • Short-term one-off business;
  • Likely to reject future contact;
  • Will only use you as a last resort;
  • Reuced margins.
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5
Q

Define some positives of the of the ‘pull’ style of selling:

3-1-2 Understanding the recruitment sales cycle

A
  • Longer-term relationships;
  • Repeat business;
  • Higher margins;
  • Less rejection.
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6
Q

What are the stages of a telephone sales call?

3-1-2 Understanding the recruitment sales cycle

A
  • Planning;
  • Introducing;
  • Questioning;
  • Showing;
  • Asking;
  • Following-up.
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7
Q

Name some considerations that should be made in ‘planning’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • Research;
  • Set objectives;
  • Set-time aside;
  • Adopt a positive attitude;
  • Plan for potential objections.
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8
Q

Name some considerations that should be made in ‘introducing’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • OBS;
  • Self-introduction;
  • Use research;
  • Add value;
  • Gain commitment.
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9
Q

Name some considerations that should be made in ‘questioning’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • Planned and relevant Q’s;
  • Active listening;
  • Summarise to ensure info is correct.
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10
Q

Name some considerations that should be made in ‘showing’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • Describe relevant features and benefits linked to specific needs.
  • Discuss specific and relevant candidates;
  • Manage expectations realistically;
  • Use empathy and question handling to manage objections.
  • Agree terms.
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11
Q

Name some considerations that should be made in ‘asking’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • Check to see if client has questions;
  • Establish commitment;
  • Agree contact plan;
  • Summarise next steps.
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12
Q

Name some considerations that should be made in ‘asking’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • Check to see if client has questions;
  • Establish commitment;
  • Agree contact plan;
  • Summarise next steps.
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13
Q

Name some considerations that should be made in ‘following-up’ stage of a client sales call or meeting?

3-1-2 Understanding the recruitment sales cycle

A
  • Send client relevant candidate details;
  • Arrange interviews and candidate briefings;
  • Email agreed actions;
  • Check on candidate arrival.
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14
Q

What is the aim and provide an example of an open question:

3-1-2 Understanding the recruitment sales cycle

A
  • To gain more than one piece of information;
  • Encourage the client to talk openly;
  • “Explain how, who, what, where”
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15
Q

What is the aim and provide an example of an closed question:

3-1-2 Understanding the recruitment sales cycle

A
  • To gain one piece of information;
  • Summarise and clarify;
  • “Did you, will you, would you”
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16
Q

What is the aim and provide an example of a probing question:

3-1-2 Understanding the recruitment sales cycle

A
  • To gain additional information;
  • Digs deeper;
  • Use words like “specifically, clarify, tell me more, what was the reason for”
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17
Q

What is the aim and provide an example of a hypothetical question:

3-1-2 Understanding the recruitment sales cycle

A
  • Poses a hypothetical scenario for the client to consider;
  • Open or closed questions;
  • Useful to find the pain, gain commitment or flexibility;
  • “If there was a way of saving you time…”
18
Q

Name the four parts of showing capability:

3-1-2 Understanding the recruitment sales cycle

A
  1. Client need statement;
  2. Choose relevant facts;
  3. Link to needs and problems;
  4. Express as a benefit statement.
19
Q

When showing capability, explain what a ‘client need statement’ is:

3-1-2 Understanding the recruitment sales cycle

A

The client expresses details about their recruitment needs, expectations and problems.

20
Q

When showing capability, explain what is meant by choosing the relevant facts or features and linking them to needs and problems:

3-1-2 Understanding the recruitment sales cycle

A

Where the recruiter selects the relevant feature of their business and matches it with the needs or problems of the client.

21
Q

When showing capability, explain what is meant by choosing the relevant facts or features and linking them to needs and problems:

3-1-2 Understanding the recruitment sales cycle

A

Where the recruiter selects the relevant feature of their business and matches it with the needs or problems of the client.

22
Q

What is SPIN selling?

3-1-2 Understanding the recruitment sales cycle

A
  • Situation questions (what is the buyers situation?)
  • Problem questions (what are the problems faced by the client)
  • Implication questions (what are the consequences of the problems)
  • **Need - payoff questions ** (how do we solve tyhe problems)
23
Q

When showing capability, explain what is meant by expressing as a benefit statement:

3-1-2 Understanding the recruitment sales cycle

A

Where the recruiter selects the relevant feature of their business and matches it with the needs or problems of the client and expresses it as a benefit to the client.

24
Q

What sort of objections can a client present?

3-1-2 Understanding the recruitment sales cycle

A
  • Price (concern over cost)
  • Capability (concern over service or ability to deliver)
  • Vague (non-specific)
  • Irrelevent (an attempted block that has little relevance to ongoing dialogue)
25
Q

What does the Positive Behaviour Toolbox provide:

3-1-2 Understanding the recruitment sales cycle

A
  • Empathy (to express understanding)
  • Probe (to get to underlying objection)
  • Hypothetical Questions (to gain commitment and move the discussion forward)
  • Future Plan (gaining an agreement on how to move forward)
26
Q

What does APAC approach to objection handling offer?

3-1-2 Understanding the recruitment sales cycle

A
  • Acknowledge the objection;
  • Probe the underlying reason;
  • Answer clearly and efficiently once understood;
  • Close to confirm that the pobjection has been dealt with.
27
Q

What does feel, felt, found method offer?

3-1-2 Understanding the recruitment sales cycle

A
  • Understand how the buyer feels;
  • Others have felt the same way;
  • Explain what others’ or you have found.
28
Q

What does the ‘onion’ technique offer?

3-1-2 Understanding the recruitment sales cycle

A
  • Strip away each layer until you reach the crux;
  • “Other than that is there any other reason why?”
29
Q

How does a consultant go about asking for commitment?

3-1-2 Understanding the recruitment sales cycle

A
  • Trial closing;
  • Commitment level needs to be appropriate for the relationship;
  • Not too much too soon;
  • Low level first i.e. send cvs, agree contact plan.
  • High level once appropriate i.e. exclusivity.
30
Q

Why is it important to create customer loyalty?

3-1-2 Understanding the recruitment sales cycle

A
  • Cost effective over fiding new business;
  • Time efficient;
  • Leads to greater levles of business.
31
Q

How is customer loyalty measured?

3-1-2 Understanding the recruitment sales cycle

A
  • Gather customer satisfaction information:
  • Surveys;
  • Questionnaires;
  • Face-to-face or customer reviews;
  • Indicated by metrics on CRM such as ratios and complaints.
32
Q

What can things can a consultant do to exceed customer satisfaction?

3-1-2 Understanding the recruitment sales cycle

A
  • Offer add-ons such as:
  • Salary and benefits surveys;
  • Legal bulletins;
  • Psychometric and behavioural assessments;
  • Training or coaching.
33
Q

What factors should be taken into account when calculating fees?

3-1-2 Understanding the recruitment sales cycle

A
  • Economic climate;
  • Desire to gain the business;
  • Cost of hire;
  • Anticipated pay rate.
34
Q

What factors should be taken into account when calculating fees?

3-1-2 Understanding the recruitment sales cycle

A
  • Economic climate;
  • Desire to gain the business;
  • Cost of hire;
  • Anticipated pay rate.
35
Q

What is a margin?

3-1-2 Understanding the recruitment sales cycle

A
  • Calculated from the net sales figure;
  • Expressed as Gross Profit Margin %
  • 40% of £1000 = £400
  • Cost of sales = £600
36
Q

What is a mark-up?

3-1-2 Understanding the recruitment sales cycle

A
  • Added to your cost of sales;
  • 40% mark-up on £600 =
  • £600 x .40 = £240
  • Net sales figure = £840
37
Q

What steps should a salesperson take to close a sale?

3-1-2 Understanding the recruitment sales cycle

A
  • Follow the sales cycle;
  • Check that you have understood and any other info or questions;
  • Summarise to confirm action and agreements;
  • Ask for business and commitment.
38
Q

What closing techniques can a saleperson use to close a sale?

3-1-2 Understanding the recruitment sales cycle

A
  • Trial close;
  • Action Plan close;
  • Direct close;
  • Alternative close.
39
Q

What is a Trial Close?

3-1-2 Understanding the recruitment sales cycle

A
  • A test to see if the buyer is ready to buy;
  • Best used after handling an objection;
  • “How does that sound so far?”
40
Q

What is a Action Plan close?

3-1-2 Understanding the recruitment sales cycle

A
  • A consultative close;
  • To involve the buyer in the decision;
  • “How do we move forward with this?”
41
Q

What is a Direct close?

3-1-2 Understanding the recruitment sales cycle

A
  • To clarify or summarise a level of commitment;
  • “Are you happy for me to supply when you have a position?”
42
Q

What is an Alternative close?

3-1-2 Understanding the recruitment sales cycle

A
  • When tiescales are involved;
  • “Which day would be best for you, Wednesday or Thursday?”

Certificate in Recruitment Practice (8 decks)

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