Post on 18-Dec-2015
transcript
Consultative Selling for
Employment ConsultantsBuilding job development excellence for increased employment opportunities
Val Morganval@consciousmoves.com (360) 201-1639
Purpose
Sales and Business
The Buying Process/Business Needs
Referrals/Action Plan
Pre-Call Planning
9 Consultative Steps for Job Development
Four Key Job Responsibilities
• Locate and Sell Employers• Service and Upsell Existing Employers• Develop Advocates• Manage Your Time and Territory
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
What is the most powerful selling tool?
Referrals
50% - 500% higher rate of closing with referral
How to Ask for Referrals
• When an employer is complementary
• Let new employers know you prize referrals
• Use LinkedIn
Action Step
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.
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
Three Situations of Need
• Dissatisfaction with the current situation
• Opportunity to improve the current situation
• Perceived deterioration of current situation
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
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
• 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
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
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?”
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
• 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
• 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
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.”
Establishing Needs & Paraphrasing
Restate the needs and gain agreement