The 8 step recruitment sales process.

The 8 step recruitment sales process This is a process that has been developed over many, many years of selling, as well as watching and listening to top performing recruiters from around the world. I have taught these methods and ideas to recruiters across thousands of markets. Here are the eight stages: 1. Beginning: This is where we focus the hiring manager’s mind on the conversation that is about to take place. 2. Feedback on what you know: You should already know a lot about the company from your research and you should have an overview of the industry. Remember, you have to instill confidence. 3. What is the situation?: Understand their role, responsibilities and their challenges when recruiting. 4. Implications: What are the implications of these challenges for the hiring manager and the company? Ideally, you should have at least two ‘implications’, one for the business and one for the ‘hiring manager’. Example questions: “What are the implications for the business if this problem continues?” To establish personal implications, ask, “What are the implications for you on a personal level if this problem continues?” 5. Needs and Wants: This is essential before presentation. So many recruiters launch into their ‘pitch’ about their services before they have obtained enough information from the hiring manager in order to understand the prospect’s wants, needs and motivation. In the gathering stage you will begin to understand the pain the prospect is experiencing. To confirm their ‘needs and wants’, ask, “So, if I could show you a way to overcome your hiring problems and the implications you mentioned, I guess you would be open to that, wouldn’t you?” “Seek first to understand, then to be understood.” ~ Stephen Covey 6: Presenting: This is where we focus on the reasons why the prospect will make a buying decision. 7. Concluding: This is actually taking the order, getting the sale. 8. Relentless follow-up: This is where we check that the delivery of the service has lived up to the promises we’ve made, or in the case where we didn’t win the business, it’s to keep in touch so that we do win the business when the client is ready to buy. There i