ARE YOU MAKING SALES OR CUSTOMER SERVICE CALLS?
Published on 22 Aug 2006 at 9:52 am.
No Comments.
Filed under Uncategorized.
Recruiting is a Sales Profession!
As Recruiters we should have a GOAL for every single call we make when we are both recruiting and marketing. We want the end result to be either an interview booked with a new Candidate or a job order with a new Client! If every call you make is scripted and delivered with enthusiasm, you are drastically improving your chances of success.
Personal style is everything! When your call becomes successful is when you combine the basics with your own “personal touch, enthusiasm and style.”
There is ONE MANDATORY component in EVERY CALL! As yourself the following question:
“ARE YOU HANDLING THREE (3) OBJECTIONS WITH EVERY CALL?”
If your answer is NO, then you are making Customer Service versus Sales Calls.
There a numerous objections you can get from both prospective candidates and clients. If you are able to overcome those objections, your chances for success greatly increases.
Keep in mind that OBJECTION are BUYING SIGNS, they are REQUESTS FOR MORE INFORMATION! If they continue to give you objections then they are listening to your answers. Until they say “NO,” they are still worth pursuing. When answering their objections you should be “selling “benefits to them and solutions you can provide.” Remember to always keep in mind the person on the other end of the phone only cares about
WIIFM - “What’s in it for ME!”
If you ask 3 good questions and overcome each objection, then you have made a successful attempt to gain new business. Also, with each call you are obtaining new information about your prospective candidate or client. The next call you make to these individuals, you will use this information and build on it. Eventually, your targets will be impressed with the amount of information you have about them and their company.
Another very effective way to impress prospective candidates and clients is to try to obtain personal information and use that information on your next call. It is extremely important that you keep good detailed notes to prepare yourself for your next call.
If you are allowing your targets to intimidate you by giving you their objections, then you are not doing your job! If you don’t attempt to handle 3 objections then again, you are not going to get the results you need to be successful. You must have the knowledge and confidence to overcome at least 3 objections if you want to be a Top Producer!
HAPPY SELLING!!
Nancy J. Phillips, CPC
