How to Secure Recurring Revenue: Winning the War for ... · How to Secure Recurring Revenue:...

1/31/2018

How to Secure Recurring Revenue:

Winning the War for Contract &

Temporary Opportunities

Mark Wolf, Director of Performance

& Sales Training

C&A Industries

Omaha, NE

(402)938-2065

mwolf@ca-industries.com

Facebook.com/SalesJetTraining/

1/31/2018

I. Success Non-Negotiables

IV. Identifying New Revenue Streams

II. Persuasion Principles

V. Aligning JO’s & Candidates

VI. Negotiating vs. Educating

III. S.P.I.N. SELLING

I. SUCCESS NON-NEGOTIABLES

6mwolf@ca-industries.com

A. Establish a Culture of Learning

• Situational Role Play

Develops Confidence, Listening & Problem

Solving Skills

• Identify a new skill or niche terminology weekly

• Repetition is the Mother of all Skill & Learning

1/31/2018

B. Never Assume

• Constant Assumption is a sign of:

High Ego or

ClosedMindset or

Low Assertiveness

C. Make 208 New “Friends” This Year

• 4 per week

• Place 10% = 21 Placements/Deals

D. Make 208 New “Friends” Again Next Year

• 10% = 41 Placements/Deals Next Year

2018: 2082019: 208

41610% 41

1/31/2018

E. Avoid Shortcuts

• Nearly all problems in the end of the

process can be traced back to a shortcut

in the beginning.

F. Track Metrics & Ratio’s

• Gauge Industry Trends

• Identifies Skill Efficiencies and

Inefficiencies

Job Order : Placement

POEJO : Sendout

Sendout : Offer

G. Tactful Follow Up & Follow Through

• Break through all of the “noise” by

relentlessly pursuing viable

prospects

1/31/2018

H. Improve your Sales Skills 1% Each Day

• In 100 days, you’ll Improve 100%!

II. PERSUASION PRINCIPLES

Principle Business Application

Liking Similarity & Praise

Reciprocity Help a Prospect

Social Proof Success w/ Other’s

Consistency Obtain Commitments

Authority Solving a Similar Problem

Scarcity Shortages, Shelf-Life

III. S.P.I.N. SELLING

SituationQuestions

PainQuestions

ImplicationQuestions

Need Payoff

Candidate & Job Order Qualifying!

1/31/2018

IV. IDENTIFYING NEW REVENUE

Marketing Call

An Identifiable Need

SPIN Questions (Job Order)

Persuasion Principles + (N Statement)

SITUATION A.

1. Title (Stay disciplined in your discipline)

2. Situation - Evaluate their Urgency

• “Who’s doing the job now?”

• “Ideal fill date?”

• “How are you trying to fill it?”

• “Any viable candidates?”

“Status?”

3. Insert PP + Pain & Implication Questions

• “How long can the position be open until

something bad happens?”

• “PP___. What’s the position costing your

dept./the organization of it not being filled?”

• “PP____. What challenges are you personally up

against?”

• Emulation vs. Elimination

1/31/2018

4. Need-Payoff Questions

• “What would be the benefit of having this

position filled by (date)?”

“How would it impact you & the

organization?”

• “What challenges & frustrations would you no

longer have?”

4. PP + Need-Payoff Statement

• Social Proof: “Prospect, I’ve had clients who

had challenges such as yours. One in

particular (name drop?) lost two employees

because of (the mandatory overtime required

to cover the open position).

Authority: As an expert in your space, I’d like

to share with you how I resolved their

problem.”

Marketing Call

Encounter Objection

Assumptive SPIN Questions (Job Order)

Persuasion Principles + (N Statement)

SITUATION B.

1/31/2018

Encountered Objections:

• “We don’t pay DH fees”

• “Hiring Freeze”

• “We can’t Afford You.”

• “We’d like to try before we

buy”

SITUATION B.

Overcome with

Assumptive

SPIN Questions

(Job Order)

Assumptive SPIN Questions (Job Order)

Situation Questions (Urgency)

Pain Questions

Implication Questions

Need-Payoff Questions & Statement

Buying Sign Objections:

• “What’s your fee/price?”

• Other?

SITUATION B.

Overcome with

Assumptive

SPIN Questions

(Job Order)

1/31/2018

1. Reflect the Objection (What’s your price?”)

• “Good Question. And the answer is that I

don’t know. Since my service fee’s

depend on the type of person you’re

seeking and the difficulty of my search,

share with me the specs of the open

position.”

2. Ask Assumptive SPIN Questions (Job Order)

Asking Assumptive SPIN (Job Order)

Questions will Help You Determine If

the Objection was Real or a Brush Off.

Need Payoff Statement & Close

Prospect, you said that you have an open

position for a (product manger) and you don’t

want to pay a staffing firm. I get that. At the

same time you told me that your customers are

experiencing delivery delays costing your

organization $15-10k per week on

backorders……...

1/31/2018

….Well your not alone. My clients such as

(client name) have experienced similar

challenges and in their case, we were able to

secure a contractor who was an expert in

(product management) and he/she successfully

helped my client increase their output 25%,

resulting in $35,000 per month….

….As someone who is in this space everyday, I’d

like to suggest that we help you by recruiting

and isolating a contractor who can also help

you overcome your challenges. (explain the

benefits of a contractor/temp). I’ll need to

push my pencil to find you the best hourly rate.

In the meantime, are you the one who can

authorize this?

IV. NEGOTIATING VS. EDUCATING

Objection #2 “Your Price is too High”

“Prospect, I appreciate looking out for your

bottom-line, but I would suggest investing in a

quality (product manager) who will expedite

deliveries to your customers, rather than one

who will cause more problems. What I’m saying

is that I’m not the lowest price, but the lowest

risk. Let me present one or two candidate and

you can see for yourself the quality.

1/31/2018

Q: Would You Rather Work an Unfillable Job

Order because of the Low Pay, or Would You

Rather have a Client Turn you Down Because of

High Bill Rate?

It’s Not About What the Client can Afford, It’s

about What top Quality candidates are Worth!

Perception of Value is Based on Price

Clients’ 8 Key Concerns

1. Save Money

2. Make Money

3. Reduce Stress

4. Save Time

5. Is Easy to Use

6. Provides Security

7. Boosts Ego

8. Makes Them Feel Good about Themselves

1/31/2018

V. ALIGNING JO’S & CANDIDATES

Q: When evaluating a job opportunity (from a

staffing agency), what information, features, or

details are most important to you?

C&A SURVEY March , 2017

3,764 “Interviewed” Candidates”

338 Respondents

Compensation

-Hourly $

-Per diem

-Allowances

-Health Ins.

-Credentialing

Geography

-City/State

-Co. Name

-Commute

-Housing / Pets

-Seasonal-Safety

Company

-Management

-Culture

-Leadership

-Co reputation-Contract friendly

The Job

-Shift/hours/flex

-Work challenge/load

-Skill Alignment

-Assignment length

-Productivity

-Equipment

Recruiter

-Communicate

-Reliable/Responsive

-Understanding

-Honest

-Transparency-“Recruiter-for-life”

Candidate Interview Process

Job Order Procurement

Process

ALIGNMENT

Geography

The Job

Company

ALIGNMENT

V. ALIGNING JO’S & CANDIDATES

1/31/2018

SUMMARY

• Success Non Negotiables

• Persuasion Principles

• Benefits of SPIN Questions

• Applying PP Principe's and SPIN Questions to

Identify New Revenue Streams

SUMMARY

• When Encountering Objections, Always Take an

Assumptive Job Order

• Clients 8 Key Concerns

• Stop Negotiating & Start Educating

• Aligning Your Candidate Onboarding with Your JO

Procurement

How to Secure Recurring Revenue:

Winning the War for Contract & Temporary Opportunities

Mark Wolf

(402)598-7636

Facebook.com/SalesJetTraining/39

How to Secure Recurring Revenue: Winning the War for ... · How to Secure Recurring Revenue:...

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