What you must measure after every call
Did you research the prospect prior to the call? Did you learn something about the person and their business before the meeting?
Did you send an outline of the agenda to the prospect before the meeting?
Have three value-added points been prepared? Answer the three important pre-call questions: A. What is the goal of the call?
B. What do I need to find out during the call?
C. What’s the next step after the call? Qualifying Find out who the decision makers are by asking, “Who else, besides yourself, might be involved in the decision-making process?”
Ask what process they normally go through when considering a new recruitment/search firm? Find out what their time frame is. Find out their specific needs. Ask: “If you could change something about your current recruitment/search firm, what would it be?” Surveying Ask open-ended questions (who, what, where, when, why, how, how much, tell me about it, describe for me). Ask about the corporate structure. Ask about the prospect’s role within the company. Other examples: What’s important to them in terms of recruitment/search firms? What’s interesting to them? (Then focus on that.) What risks do they perceive? How can we help to solve their problems? What do they think about our company? What do they like and dislike about their current provider? How are industry trends are affecting them? Ask what if questions. What would they like to see from a recruitment/search firm? What are their short-term and long-term goals? How can I become their most valued recruitment/search provider? What is our next step? Establish a specific follow-up schedule. Handling Objections Did you: Listen to the entire objection? Pause for three seconds before responding? Remain calm and not defensive? Meet the objection with a question in order to find out more? Restate the objection to make sure we agreed (communication)? Answer the objection? Did you complete the six-step process?
1. Listen 2. Define 3. Rephrase 4. Isolate 5. Present solution 6. Close (or next step) Closing Did you? Get the prospect to identify all possible problems that might be solved by your service? Get the prospect to identify the value of solving the identified problems? Get an agreement that the proposed solution provides the values identified? Ask for the business (“Why don’t we go ahead with this?”)?
Did you research the prospect prior to the call? Did you learn something about the person and their business before the meeting?
Did you send an outline of the agenda to the prospect before the meeting?
Have three value-added points been prepared? Answer the three important pre-call questions: A. What is the goal of the call?
B. What do I need to find out during the call?
C. What’s the next step after the call? Qualifying Find out who the decision makers are by asking, “Who else, besides yourself, might be involved in the decision-making process?”
Ask what process they normally go through when considering a new recruitment/search firm? Find out what their time frame is. Find out their specific needs. Ask: “If you could change something about your current recruitment/search firm, what would it be?” Surveying Ask open-ended questions (who, what, where, when, why, how, how much, tell me about it, describe for me). Ask about the corporate structure. Ask about the prospect’s role within the company. Other examples: What’s important to them in terms of recruitment/search firms? What’s interesting to them? (Then focus on that.) What risks do they perceive? How can we help to solve their problems? What do they think about our company? What do they like and dislike about their current provider? How are industry trends are affecting them? Ask what if questions. What would they like to see from a recruitment/search firm? What are their short-term and long-term goals? How can I become their most valued recruitment/search provider? What is our next step? Establish a specific follow-up schedule. Handling Objections Did you: Listen to the entire objection? Pause for three seconds before responding? Remain calm and not defensive? Meet the objection with a question in order to find out more? Restate the objection to make sure we agreed (communication)? Answer the objection? Did you complete the six-step process?
1. Listen 2. Define 3. Rephrase 4. Isolate 5. Present solution 6. Close (or next step) Closing Did you? Get the prospect to identify all possible problems that might be solved by your service? Get the prospect to identify the value of solving the identified problems? Get an agreement that the proposed solution provides the values identified? Ask for the business (“Why don’t we go ahead with this?”)?
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