Essential Sales Skills For Recruiters
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Essential Sales Skills For Recruiters

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Best-selling author Daniel Pink says in his latest book “To sell is human: The surprising truth about motivating others“ that although only 1 in 9 workers make a living by trying to get others to ...

Best-selling author Daniel Pink says in his latest book “To sell is human: The surprising truth about motivating others“ that although only 1 in 9 workers make a living by trying to get others to purchase something, we are all in sales. He calls it “non-sales selling”.
Top-performing recruiters know the importance of non-sales selling. Every day, recruiters persuade, convince, and influence candidates, prospects, hiring managers, and/or clients. But are you sure you know the essential skills involved in “non-sales selling”?

Put another way: Are you sure you are developing the “right selling skills” for recruiting success? Which selling skills are most likely to enhance candidate experiences — while creating higher levels of recruiting excellence for you? What is the best way to match a great sales process with your recruiting process? Do you know the biggest mistake that recruiters make when it comes to “non-sales selling”?

We’ve built this session on the key learnings (and successes) that have resulted from over 2,000 hours of direct (one-on-one) recruiter sales skill training — including recording, analyzing and debriefing over 1,000 actual recruiter calls.

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Essential Sales Skills For Recruiters Essential Sales Skills For Recruiters Presentation Transcript

  • Essential sales skills for recruiters Wednesday August 28, 2013 Your presenters Nancy L. Parks, Ph.D. Dinah J. Matlock 1 Sales Recruiting www.hrpartnersplus.com
  • At the end of today’s session … You can expect to know:  The basics of a buying process and how to align your recruiting process with how your prospects and candidates make “buying” decisions.  The three, critical sales skills linked to your recruiting success.  The biggest mistake recruiters make when it comes to selling skills – and learn how to avoid it! 2
  • 3 When we think of sales … View slide
  • 4 But Daniel Pink says … 1 in 9 workers make a living by trying to get others to purchase something We’re all in “non-sales selling” View slide
  • A generic buying process 5 With the right process, anything is possible
  • A generic buying process 6 Recognize need/problem Conduct search & evaluate options (and risks) Decide (best option)
  • 7 7 Buying process (prospect or candidate) Selling process (recruiter) 1.0 Recognize need/problem 2.0 Evaluate options (& risks) 3.0 Decide 1.0 Share job opening or details, verify resume 2.0 Get “yes” or “no” 3.0 If “yes” Send job info or to HM If “no” drop or get referral Lack of alignment …
  • 8 8 Buying process (prospect or candidate) Selling process (recruiter) 1.0 Recognize need/problem 2.0 Evaluate options (& risks) 3.0 Decide 1.0 Identify, define & clarify needs 2.0 Align, sell back, manage objections 3.0 Address competition; ensure commitment; close Alignment… Sell the hole, not the shovel
  • 9 The successful process…
  • 10 Foundational skills in a successful process Sell the hole, not the shovel
  • 11 Questioning & listening: Two sides to the same coin • How much time do you spend talking? Listening? • Do you find yourself talking more than you mean to? • Do your questions serve primarily your needs or the needs of your prospect or candidate? • After the call, how comfortable are you that you have learned enough to know if this person would be a good fit? • How effective are you at answering questions and objections that come up during the call? Listen Ask Ask Sell the hole, not the shovel
  • 12 Situation/fact questions Help you understand the current situation Be careful not to ask too many of these! Do your homework
  • 13 Problem / pain questions Key job satisfiers, motivators, what’s of value Help you get aligned with your prospect or candidate Highly correlated to sales success Sell the hole, not the shovel
  • 14 Managing objections Use great questioning & listening skills Never deal with salary in isolation Remain calm – maybe even try agreeing!
  • 15 Managing objections: The turn-around question Use this when you don’t want to give a direct answer (at least right now) Turn Around Stay calm Acknowledge Question
  • 16 Managing objections: The “if” question If …
  • 17 Gaining commitment Identify the decision-making criteria Align “pain points” with the position Listen, clarify, respond Directly address concerns and/or questions Confirm, confirm, confirm Sell the hole, not the shovel
  • 18 The successful process… Selling process (recruiter) 1.0 Identify, define & clarify needs 2.0 Align, sell back, manage objections 3.0 Address competition; ensure commitment; close Questioning & listening Managing objections Gaining commitment “Sell the hole, not the shovel”
  • Essential sales skills for recruiters Wednesday August 28, 2013 Your presenters Nancy L. Parks, Ph.D. Dinah J. Matlock 19 Sales Recruiting www.hrpartnersplus.com