The Six Cylinders of the Professional Sales Person
WISE WORDS …
A NO is only ever a NO NOT TODAY
WISE WORDS …
Think like a professional, speak like a professional, look like a professional, act like a professional, and you will BE a professional
For some, investing trust and money in a recruiter may seem an antiquated and unnecessary method of finding candidates. It is 2018 after all. Surely utilising social media and posting on job boards is enough to reach the people you want and watch the applications roll in? Hmmm, perhaps. You might fill a few positions like that, but we think recruiters add value in ways you may not have considered. Here are five of them:
- Recruiters speed up the process & save you money
Keeping a vacancy open is costly, not only because of the ongoing costs associated with advertising on job boards, but in lost earnings too. Studies show that good employees generate 3-5 times their annual salary in value. So, let’s do some basic maths: If you leave a £50k role vacant for just one month, a business could lose upwards of £12,000. Recruiters are focussed on nothing else but filling those types of roles, they are familiar with the process, and quick to filter out unsuitable candidates. As a result, your vacancy gets filled sooner and lost earnings are reduced.
- They offer role focus and definition
By using a professional recruiter, you get access to their market knowledge. They will know your sector well, and will therefore know what your competitors do, hire, and pay. Not only that, but they know which candidates are out there and what they are looking for. This information can be invaluable when it comes to attracting the right talent for your business. A simple change of job title, or a rethink on the salary could make all the difference in filling your vacancy with the best.
- A recruiter frees you up to do your job
There is no doubt that social media (LinkedIn particularly) has made searching for candidates easier, but this still takes time. Would you rather your hiring manager spends their time looking for candidates in this way, or doing their actual job? Just because LinkedIn makes it possible, doesn’t mean it’s the best use of your time, or a great business decision.
- They know where to look and how to generate interest
We are in a candidate-driven market where often the best talent isn’t openly applying for jobs or posting their CV online: Meet the Passive Candidate. This individual is usually happy in their current role, highly valued by their current employer, and not necessarily looking for a new job. But – and this is where a recruiter comes in – they would consider the right opportunity if it came along. As a business, your access to this passive talent is limited, but an experienced recruiter knows how to find them, approach them and sell you to them without even discussing who you are. What a skill!
- Guaranteed Results
Working on a exclusive or retained basis and building trust guarantees results
To sum up: a recruiter is “out there”, talking to candidates daily, evangelising about your company without you having to move a muscle. Whatever your personal feelings were at the start of this article, we hope you can see it makes good business sense to use a recruiter, especially when you find one you like and trust.
For any further tips or assistance with recruiting your next team member call our team on 01279 713900 or for all the latest updates, news, and vacancies
Recruitment can be challenging and certainly a roller coaster but as we reach our year end here are some reflections
Highs include getting that ideal role for your candidate, for example after they have suffered redundancy, completing the first assignment for a new client or hearing a ‘thank you’ from a satisfied client.
Positive feedback comes in many forms but you know you are doing the right thing when:
Clients call you between projects for advice between assignments
Give you repeat business
Offer industry referrals
Feature you in their growth plans
As we celebrate our 17th anniversary that’s why we are still here and growing.
A really good sale person can only sell what they believe in.
Source: Richard Denny
This article appeared in Motor Finance Digital Magazine June 2018
Julie you have been in Motor Finance recruitment for some time, what are some of the key changes you have seen over the years?
I have been in motor finance recruitment and asset finance recruitment for over 20 years. Initially it was dominated by bank owned finance houses so in the early days, companies such as Capital Bank, which was originally NorthWest Securities, First National Bank and Blackhorse, formerly UDT/Chartered Trust were big players. So things have changed a great deal as many of those companies either do not exist or have been absorbed into other companies. Also if you go back 10 years GE Capital were dominant in the market but withdrew from the motor finance market.
Show me a successful business person and I will show you a sales person. The fact is we are all selling each other.
Source: Richard Denny
Can we be better at helping customers to buy??
Let’s talk about price, values and so-called price objections!
What have we learned from B2B salespeople over the last 10 years through all sorts of economical climates?
- Price objection handling techniques of all sorts mostly do not work and are abandoned quickly, if ever used with a real customer
- Price objections are created by the seller and their use of value perspective. I very much doubt the buyer /stakeholder has “object to price” on their agenda
- The price issue is more often the perceived “difference” between you and any other supplier [note deliberate avoidance of the word competition]
- Salespeople need to be shown and taught how to JUSTIFY differences and they should handle this at the early stages of their Helping Customers to Buy process [maybe even while prospecting or handling initial enquiries!]
- Learning to pre-handle, when relevant, potential objections is a critical skill. Most products/services are faced with single or combinations of the same so-called objection daily!
- Learning to view financial values through the client’s eyes should be common knowledge at a certain B2B price range. We find that the knowledge of using investment perspective appropriately is often lacking. This becomes critical in helping key stakeholders influence the decision.
- NO DECISION for many of our clients was the Number 1 competitor – not other suppliers. Preventing these outcomes is all linked to Business Case, Cost Justification etc. A key improvement objective for all!
How can you help your sales team to grow and develop sales?
Get focused on key strategic elements and metrics analysis – here’s some simple thoughts to inspire change
- How do you present and justify investment to your clients? Please tell me it’s not sending a quotation with no recognisable business case?
- Integrate a financial solution [lease, contract rental, HP etc.] into ALL your prospects as a matter of process. Put it FIRST and justify the payments against increased saving or profits [it must be one of them!] regardless of how they ultimately buy!
- Get your salespeople trained/coached – what difference would a 10% increase in sales/profit make to you really?
- Adopt a marketing strategy around Easy to Buy
- Focus on increasing Average Order Value/Profit by bundling up against other suppliers [and justifying the difference in saving/profit]
- Get back to serious prospecting on a methodical basis – we LOCATE prospects not make them! Measure your effectiveness!
I hope I’ve made you think about areas where you can grow sales/profit, take some steps to improve… set up a sales growth and improvement programme customised to your business and individual sales needs.
Don’t let salespeople fail. If they had the right personality profile for the job when you recruited them … they’re probably as stressed as you by poor sales results!
Sadly, all too often a result of not knowing how to fix it NOT a case of not wanting to!
If you’d like to chat or take a discovery meeting contact us
Mike Ramsay – Persona Sales Development
Office: 01279 653652