Last week I pulled our Business Services team together and tried toget some concrete answers as to why our employer participationnumbers were so low for our two rapidly-approaching (and highlypublicized) job fairs. To my bemusement, the responses from theteam were that although their contacted employers were hiring andhad positive experiences with us in the past, these employers justcouldn’t be convinced that attending our FREE job fair was of valueto them.Well, before I knew it, I found myself launching into a kinder, gentlerversion of Alec Baldwin’s diatribe of “Put that coffee down! Thatcoffee’s for closers only.” Vague memories of my saying “AlwaysBe Closing” and “They’ve indicated an Interest, now is the time toprompt Action,” flash through my mind.As surreal as the experience was at the moment, our businessservices folks have renewed enthusiasm for job development in thedays since and have produced numbers more than double of whatthey did last week.
What’s The Difference Between Telling and Selling?
Selling When?60% or 24 hours per week: Employer Engagement… GO SELL!!!!! Go Sell Client Interaction30% or 12 hours SELL! Admin Work per week: Client Interaction10% or 4 hours per week: Administrative Activity
Selling Where?66% found in companies with 70% 66% less than 100 60% employees 50% 40%18% found in companies with 30% 18% 16% 101-1000 20% employees 10% 0%16% found in 1-100 101-1000 1000+ companies with Employees Employees Employees more than 1000 employees
Started in 2006140 character conceptlaunchedReceive s $15 million infunding in 2008100 million tweets perquarter by December 2008Receives $100 million infunding 20092 billion tweets per quarterby December 2009
Launched in April 2005100 million views per day by July 2006CNN debates via on youtube Nov 200715 hours worth of video uploaded everyminute – October 20081 billion views per day – October 200924 hours per minute uploaded – March20102 billion views per day as of May 2010
Are You 21 st Century Thinking ?Pre-21st Century 21st CenturyWork Hard, Structure Work Smart, FlexibilityLoyalty is Valued Loyalty Less PrevalentCompany Responsible for Training Individual Responsible for Own TrainingReact to Company Directives Proactive Gun for HireGold Watch for 30 Years Valued Service No Such ThingJob Security No Job Security, Average Tenure 3.2 YearsCareer Confined to Single Industry Career Involves Multiple IndustriesLong-Term Employment 15 Jobs Per PersonRetirement Benefits Focus on Funding Own RetirementWork at the Plant of Office 60% Telecommute, Mobile WorkersFull-Time Employees Contract Staff, ConsultantsClearly Identified Career Path 50% of Jobs Not Yet CreatedLittle or No Home-Based Businesses 60% of Homes Have a BusinessLucky to Have a Job Work Resembles PlayWorking for the Money Work is a “Calling”, Would Do For Free NETWORKING CONNECTING
CONNECTINGmeans creating amemorable and emotional bond with someone. Workforce One SEEDCO CBO Network
Are You Branding?Workforce has the dented soup can stigma. When customers think of your organization, they currently think________? VS. When customers think of your organization, ideally you want them to think______?
What is Work?These are many times the common responses to the question:“What is Work?”• Work is a way to pay the bills• Work is what allows me to enjoy the weekends• Work is what keeps my (spouse or parents) off my back• Work is what you are supposed to do to feel responsible• Work is an alternative to boredom• Work is what you do for forty years so you can retire and die in peace• Work is the opposite of play• Work is the same %#@*+, different day• Work is a necessary evil!
JOB vs CAREER C reative A ction R elevant E xpertise E quals R esults!
ME Inc.• Become an EXPERT.• Increase KNOWLEDGE.• Take RISKS.• Think BIG.• Create VALUE.
Make yourself and/or organizationunique andcompelling.
1. Has a year’s experienceas a truck driver. Has agood driving record; latefor work fairly often;missed some deliveries;couldn’t find severaldelivery locations, leavingcustomers withoutsupplies. Not verymotivated! 2. Has no truck driving experience. Previous employer says candidate was very dependable; hardly ever missed a day of work; always on time; extremely enthusiastic and eager to learn.
What Sales Is Not • The Business of Unjustly Separating Money From Unwilling People. • An Act of Aggression. • Trying to Force People to Buy What They Don’t Want or Need. • The Applied Science of Getting People Upset.
We Are Selling All The Time • Sharing • Advising • Helping • Coaching • Communicating • Seeking Promotion • Exchanging • Dating • Educating • Child Rearing • Mentoring • Writing • Negotiating • Interviewing
The Natural Born Sales Person? Yes! Natural Born. No! Not Natural Born.What do you believe?What you believe will affect your approach.
Great SalespeopleSimply Do the Basics Well • They Understand the Basics. • They Study Ways of Improving the Basics. • They Practice Techniques of the Basics. • When They Experience Failure – They Return to the Basics.
To Whom Are You Selling? • Employers • Your Clients • Personnel Agencies • Co-Workers • Boss • Can you think of any others?
What Are You Selling? • Self • Success Stories • Curriculum • Your Program • Organization/Agency History
PROSPECTING! We All Need To Do It!Need to enlist more businessesNeed to make more businesses awareNeed to create more business relationshipsNeed to build our brand
Where and How Much to Prospect• Telephone. Out of 50 Calls• Internet.• Referral. How Much• Cold Calling.• Old Customers. Success?• Merchants Association.• SHRM Association.•• Networking/Socializing. Create a Pool of Most Influential Contacts (centers 1 or 2 YES of influence).•• Local Newspapers. Job Fairs. Replies
What To Say Face to Face • Exude confidence • Be assumptive • Be ready • Aim! • Fire! • Re-Load. • Fire again!
BuildingRapport—Perfecting Small Talk andBUILDING a Bridge.
Building Rapport• Using Compliments.• Perfect Your Small Talk.• People Buy from Who They Like.
Build A Bridge • If you begin talking about your product or service before you have built a bridge of friendship to your prospect, the customer will lose all interest in buying from you.
Rapport Topics• The Receptionist• Royal Wedding• Gas Prices
QUALIFYING•Fact gathering•Learning about the business or client
Six Steps to Qualifying1. Find Out What They Have Now (Competition).2. What They Like Most About it.3. Discover the Needs. “What Would You Like to See Improved?”4. Find the Decision Makers. “Who in Addition to Yourself Will Make the Decision?”5. Test Close. “If we could find a match, would you be in a position to do business with me?”6. Make an Appointment!
Qualifying Questions? How many can your group think of?
Qualifying Questions• What is your company’s mission? company’ •Public Transportation access?• Where do you see this company in 5 years? •Do you use staffing agencies?• What challenges are you currently facing? •Do you know about our reimbursement/tax• How long has the company been in business? credit programs?• Who and where are your customers? •Are you unionized?• Will you consider ex-offenders? ex- •Do you know about our Alien Certification• Do you provide formal training? program?• Do you have any experience working with the •What skills are needed to be here? Driver’s Driver’ Workforce Connections or One-Stop Career One- License? Centers? •Do you use Job Fairs?• What is the company culture/climate? •Your hours of operation?• What are your hiring costs? Do you want to reduce this? •Are you aware of our Veteran priority?• How do you mainly recruit? Any other ways? •How many people in your company?• Are you facing specific hiring challenges? •Are you expanding?• What is your managerial style? •INQUISITIVE QUESTIONS• Can we put you in touch with a business labor •Where did you work before and what is your market analyst for trend analysis? role here now?• What are your current staffing needs? FT? PT? •What benefits do you offer? Temporary?• Are you public or private? Subsidiary? Parent company?
Control the Meeting• The One Asking Questions Controls the Interview.• The Game of Chess.• Establish a Bond Before You Go to Control.
Ask Questions To…… • Gain Control (the one asking is controlling). • Get Minor Yes Answers. • Discover Needs. • Acknowledge a Fact (confirmation). • Isolate Objections. • Close the Sale.
Tie Downs• Tie downs are small phrases or brief sentences and questions to use in a way so that the only logical answer is YES!
The Tie-Down • Placed at the End of Sentences. • Designed to Get Small Agreements. • Example: – “We all want motivated employees, don’t we? – “Enthusiasm is catchy, isn’t it? – “Finding ways to reduce expense and thus improve your bottom line would be beneficial, wouldnt you agree?” – “You have noticed that I’ve been using them today and yesterday, havent you? Where?
“Mark, make sure you wear a suitto the interview Friday.” That’s TELLING. This is SELLING! “Mark, a tie looks great with your suit. It shows the type of professionalism that’s required to be successful in a job like your applying for. You want to look professional, don’t you?”
If the client says “no”, they would saying“no” to looking professional.This is why they will most likely say “yes”to the question.The best part about this is that it givesyou the leverage to handle their objectionif they say “no” to your close.
Client: “no, I don’t want to wear a tie”You: “Mark, we’ve discussed manytimes that professionalism on the jobis what helps in your success, haven’twe?Client: “Yes”You: “Well, that’s exactly why youneed to wear the tie!
Golly gee, that Mike6. It8.In anytime, advantage 9.would given situation, 2. After Overbe practiced a you’ve an you could professional salespeople 6. They’re coming twitterof create own a your hundreds to have10. You’re out naturally Fazio sure is onewhile, the tie-downs certainly 1. should be are fun,rattle off Many companies will using These able are 3.questions thatto lead professional, now, __________? account, _____________?pop ______________? out, _______? computers these twenty tie- ten,clients________? or ___________? awesome trainer and7. days_________________? That one just did, downs withoutatoo much towards buying downright cool guy, decision, ________? effort, __________?4. It just takes practice,______? _______________?
Objections• Objections are Deal Makers – Not Deal Breakers!• No Objections – No Serious Involvement.• Objections are Rungs on the Ladder to Success.• Love Objections.
Objections Two Things To Do With Objections: 1. Uncover. 2. Overcome.
Handling Objections Fundamentals • Hear Them Out. – Interrupting only gets them angry. – Listening shows you care. 1. Start with Empathy Statement 2. Use facts to reinforce 3. Finish with a Tie Down
Empathy Statements1. “I can understand..”2. “I can appreciate…”3. “That’s exactly why………”
The Gunslinger• GAME – Spilt up in two teams. Appoint a spokesperson, and a Gun-Slinger. – Write major objections on a flip chart. – Gun-Slingers aim & shoot at objections. – Group has 1 minute to create a response to the objection. – Spokesperson handles the objection for the entire group.
Overcome Objections 1.EMPATHY 2.FACTS 3.TIE DOWN
Most People Quit Early• In a recent study, it was discovered that 48% of all sales calls end without the salesperson trying to close even once.• Prospects Don’t Think It Over.• One of the important secrets of success in sales is for you to understand and accept that people don’t “think it over”. The minute you walk out of the prospect’s office or home, he or she forgets that you ever lived.
The Close• Stop Talking and Close – Salespeople’s Hardest Lesson – Close and Close Smoothly.• Professionals are Closing All the Time – Test Closes & Tie-Downs.• The Close is Merely the Final Yes.• After You Ask the Close – SHUT UP! (The pregnant pause)
Not Quite Closes • “So, what do you think?” • “Where do we go from here?” • “Great, well I will try to find a student that can type 60 wpm for you.” • “May I have your business card?”
1 Smart, educated and informed— 21st Century Superstars understand you can have MORE EXPERIENCE AND MORE DEGREES than a thermometer, but if you do not remain informed on your industry, employer, departments, or product/service then….
2Technologically Proficient21st Century Superstars save time by investing in their knowledge or technology and the incredible value provided by the Internet.
3 Articulate 21st Century Superstars practice or join groups (i.e. Toastmasters) to master the ability to speak in public, or at least to large groups
4 Decisive The ability to be decisive and not afraid to make decisions. 21st Century Superstars can be wrong more often than they are right, but can learn from each decision and keep swinging!
5Risk-taker A willingness to take risks. 21st Century Superstars understand and live by the concept of no risk, no reward. Be brave!
Act on convictions21st Century Superstars establish moral and ethical principles and stick to them! 6
Hard working and drivenThere is no end game or finish line; 21st Century Superstars understand that continuous improvement is the critical competency! 7
Energy An abundance of physical, mental and emotional energy. 21st Century Superstars schedule time each and every day to feed their body, mind and spirit with beneficial exercise, wisdom and enlightenment. 8
A sincere and caringinterest in people Technologies become obsolete, machinery breaks, patents expire, but 21st Century Superstars understand that people will always be the common element to all businesses. 9
The ability to anticipatethe future21st Century Superstars always remain a step ahead of everyone else. 10
MOTIVATION is theactivation or energization ofgoal-goal-orientedbehavior.
InspirationTo be influenced, moved, orGuided by others.
“Every moment is a new beginning.” Mike Fazio firstname.lastname@example.org/careerteammike