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Sales Strategiesfor
Employment ConsultantsBuilding job development excellence for increased employment opportunities
Val [email protected] (360) 201-1639
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
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
Common Needs of Employers
Reliable employees Community involvement Pre-screened employees Pre-recruited job match Employee retention Flexible work force Clean place of businessMore customers/salesMotivated employees Customer retention Recognition Less time spent training Less stress
Happy employees Good atmosphere Reduce expensesMore efficiency Cost/benefits Good employee team work Completed tasks from employees
Quality workers Part-time employees Diverse work force Safety
• 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 staff? • 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 a great fit for your business.”
Restate the needs and gain agreement
Pre-Call Planning
Open the Call
Gather Information
Establish Needs & Paraphrase
Features & Benefits Trial Close Close Handling
Objections
• Feature: Fact about your service
• Benefit: What’s in it for them?
Pre-Call Planning
Open the Call
Gather Information
Establish Needs & Paraphrase
Features & Benefits Trial Close Close Handling
Objections
Type 1
Ultimate Benefits --to the Company
• Saves or makes money• Saves or makes better use
of time• Makes job easier or product
better• Improves health or reduces
stress
Type 2
Ultimate Benefits--to the Individual
• Recognition• Achievement• Security• Personal profit
Pre-Call Planning
Open the Call
Gather Information
Establish Needs & Paraphrase
Features & Benefits Trial Close Close Handling
Objections
FEATURE BENEFIT ULTIMATE BENEFIT
Pre-Screened Employees Qualified Employees Saves Time and Money
Assist in Training Free up Staff Makes Job Easier
Job Coach Free Up Staff/Less Time Managing Saves Time
Provide Advertising Public Awareness Make Money
93.6% Retention Rate Less Turn-Over Save Money
Services at No Cost You don’t Have to Pay Save Money
Restructure Duties Makes Staff More efficient Saves Time and Money
Learn the Job First Assist in Training Saves Time and Money
Community Involvement Public Awareness Makes Money
Established Business Provides Peace of Mind Reduces stress
Diversified Staff Broaden Customer Base Makes Money
Continual follow-Up Employee Retention Saves Time and Money
Part-Time Employees Flexible Employee Makes Job Easier
Restructure Duties Increased Production Saves Time
LAYERING FEATURES TO ULTIMATE BENEFITS
• Feature
• Transition
• Benefit
• Transition
• Ultimate Benefit
We learn the job first
So what this means for you…
We assist with training the employee for the job
The ultimate benefit to you is…
You will have a qualified employee, which will reduce your training period (saving time)
Trial Close“How do you feel about what you’ve heard?”
Pre-Call Planning
Open the Call
Gather Information
Establish
Needs &
Paraphrase
Features & Benefits
Trial Close Close
Handling Objections
Buying Signals
1. Strong Buying Signals2. Medium Buying Signals3. Low Buying Signals
3 Types of ClosesAssumptive (Strong Buying Signal)
“I would love to come in next Wednesday at one and shadow a job, so we can get you a new hire as soon as possible.”
Contained-choice (Medium Buying Signal)
“I’d love to tour your facility, would Thurs. or Fri. work better for you?”
Direct (Low Buying Signal)
“Would you be interested in meeting my client?”
Close1. Always ask for the job
(you lose 100% of the business you don’t ask for)
2. Be quiet (silence is golden)(you need to give the prospect time to respond)
Pre-Call Planning
Open the Call
Gather Information
Establish
Needs &
Paraphrase
Features & Benefits
Trial Close Close
Handling Objections
HANDLING OBJECTIONS
Pre-Call Planning
Open the Call
Gather
Information
Establish
Needs &
Paraphrase
Features & Benefits
Trial Close Close
Handling Objections
What Causes Objections?
• Insufficient information
• Inability to see the benefits
• A misunderstanding about your service
• A previous bad experience
• A work-related distraction that prevents the
prospect from making a decision
Common Objections
• All employees need to be cross trained
• I’m concerned about the legal risks• I’m not the decision maker• We don’t hire people with
disabilities• All employees must be on the floor• We don’t have the money right now• You have to apply online• I’m unsure if it will work • My other employees might be
uncomfortable
• We don’t use agencies• We already have a person with a
disability working here• We had a bad experience• We are not hiring right now• We are cutting hours• The economy is bad• We have limited space• We need our employees to be high
producers• You will have to talk to HR
Locked Loop Technique
Find the Real
Objection
Express Empathy
State Features & Benefits
Trial Close
Close
• Answer the objection with a question “What is keeping you from moving forward today?”
• Paraphrase the objection and ask for agreement “So you are ready to hire one of my job candidates, but there is
something holding you back today, is that correct?”
OBJECTION: “Not right now, come back next month.”
Find the Real Objection
Express Empathy
State Features & BenefitsTrial Close
Close
“I understand you’ve had a bad experience before …and…”“I can see your jobs here are complex… and…”
Feel, Felt, Found… (Not hiring part-time)“I understand how you feel, some of my other employers have felt that same way before, and what they’ve found was by having employees open to part-time work, they were able to have more flexible work schedules for their staff.”
Find the Real Objection
Express Empathy
StateFeatures & Benefits
Trial Close
Close
Features and Benefits of Objections
OBJECTION FEATURE BENEFIT
Need responsible employees Pre-screened employees Qualified employees
Couldn’t do the job On the job support Capable employee
No extra person to help with this Job coach Free up staff
Afraid candidate won’t last long 93.6% retention rate Less turn-over
Doesn’t have the money Free service No extra cost
Not hiring Restructure duties Makes staff more efficient
No time to train Learn the job first Assist in training
Bad Economy Community involvement Public awareness
Don’t use agencies Established business Provides peace of mind
Doesn’t have enough customers Diversity Larger customer base
Bad Experience Continual follow-up Solve sudden issues promptly
Cutting back hours Part-time employees Flexible employee
Need to be high producers Job efficiency/Restructure Everyone will produce more
Sales Strategiesfor
Employment ConsultantsBuilding job development excellence for increased employment opportunities
Val [email protected] (360) 201-1639
