Consultative Selling for Employment Consultants Building job development excellence for increased...
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Transcript of Consultative Selling for Employment Consultants Building job development excellence for increased...
![Page 1: Consultative Selling for Employment Consultants Building job development excellence for increased employment opportunities Val Morgan val@consciousmoves.com.](https://reader030.fdocuments.net/reader030/viewer/2022032703/56649d0c5503460f949e07a8/html5/thumbnails/1.jpg)
Consultative Selling for
Employment ConsultantsBuilding job development excellence for increased employment opportunities
Val [email protected] (360) 201-1639
![Page 2: Consultative Selling for Employment Consultants Building job development excellence for increased employment opportunities Val Morgan val@consciousmoves.com.](https://reader030.fdocuments.net/reader030/viewer/2022032703/56649d0c5503460f949e07a8/html5/thumbnails/2.jpg)
Purpose
Sales and Business
The Buying Process/Business Needs
Referrals/Action Plan
Pre-Call Planning
9 Consultative Steps for Job Development
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Four Key Job Responsibilities
• Locate and Sell Employers• Service and Upsell Existing Employers• Develop Advocates• Manage Your Time and Territory
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![Page 5: Consultative Selling for Employment Consultants Building job development excellence for increased employment opportunities Val Morgan val@consciousmoves.com.](https://reader030.fdocuments.net/reader030/viewer/2022032703/56649d0c5503460f949e07a8/html5/thumbnails/5.jpg)
The Facts
• Only 2% of sales are made on the first visit• 44% give up after the first visit• 80% of sales are made between the 6th and
12th connection
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What is the most powerful selling tool?
Referrals
50% - 500% higher rate of closing with referral
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How to Ask for Referrals
• When an employer is complementary
• Let new employers know you prize referrals
• Use LinkedIn
Action Step
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Referral Action Plan
ACTION/REFERRAL BUSINESS NAME
Talk with your hairdresser/ My Cousin Cuts Plus
Talk with Rick Current Employer/GM Heath TechNet
List 10 specific actions that you will take to build your referral business.
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The Buying Process
• Awareness of a particular need• Interest in satisfying the need• Preference for one service over another • Trial use of the service• Commitment to use the service• Advocacy recommends the service to others
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Three Situations of Need
• Dissatisfaction with the current situation
• Opportunity to improve the current situation
• Perceived deterioration of current situation
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Common Needs of Employers
Reliable employees Community involvement Pre-screened employees Pre-recruited job match Employee retention Flexible work force Clean place of business More customers/sales Motivated employees Customer retention Recognition Less time spent training Less stress
Happy employees Good atmosphere Reduce expenses More efficiency Cost/benefits Good employee team
work Completed tasks from
employees Quality workers Part-time employees Diverse work force Safety
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1• Pre-Call Planning
2• Open the Call
3• Gather Information
4• Establish Needs and
Paraphrase
5• Features & Benefits
6• Trial Close
7
• Close
8
• Handling Objections
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• Identify The Suspect • Conduct Research/Gather information• Set an Objective
*Primary—(Your goal for the call?)*Secondary—(The minimum you want to achieve?)
Pre-Call Planning
Open the Call
Gather Information
Establish Needs &
Paraphrase
Features & Benefits Trial Close Close Handling
Objections
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Greeting (introduce yourself) Get Attention (build rapport) Create Interest Ask for time
Pre-Call Planning
Open the Call
Gather Information
Establish Needs &
Paraphrase
Features & Benefits Trial Close Close
Handling Objection
s
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Transition Statement
“Thank you for taking the time to meet with me.I would like to ask you some questions to gain a better understanding of your business and I’ll be
taking notes, is that okay?”
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Listening Speaking Reading Writing
Learned 1st 2nd 3rd 4th
Used 45% of the time 30% of the time 19% of the time 6% of the time
Taught Least Slightly Least Somewhat more Most
The most necessary communication skill is the skill least taught
Remember: “SELLING IS NOT TELLING”
80% listening 20% talking
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• Ask closed ended questions
• Ask open ended questions
• Ask layering questions
Pre-Call Planning
Open the Call
Gather Information
Establish Needs &
Paraphrase
Features & Benefits Trial Close Close Handling
Objections
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• Would you consider your workforce diversified? • How much time do you spend on entry-level training? • In your business, do you feel that some of your staff
carries workloads other than their job responsibilities they were originally hired for?
• What are the top three things you value in your employees?
• Are you the ultimate decision maker?• Can you tell me about your employee retention rate?• Did you know that 87% of the public agree that they
prefer to give their business to companies that hire people with disabilities?
Gather Information
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Transition Statement(what’s happening next)
“Based on what we’ve talked about so far, I’m confident my ideas will be good for your business, I would like to
go back and draw up a proposal for you.”
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Establishing Needs & Paraphrasing
Restate the needs and gain agreement