SPIN Method of Selling To Candidates!

Implication Questions Inexperienced recruitment consultants will usually start to sell after they’ve asked problem questions and identified a problem. However, this will just cause the client to raise objections. Instead, successful sales professionals and rich recruiters ask implication questions. Implication questions amplify the problem you’ve uncovered as it forces the client to review the effects, consequences or implications of their problems. Some examples include: If your current agency’s staff didn’t turn up to work, how would that affect you? If you couldn’t find a candidate with that particular skill set how would that affect your operations? What would happen if you didn’t act on this? Need-payoff questions Once you’ve built up the client’s problem so that they perceive it as more serious, you should switch to need-pay off questions, which demonstrate the value of your services. Need-payoff questions shift the focus of the client’s attention off the problem and onto the solution. At the same time, the client starts telling you the benefits of your service. We discuss objection handling later in the book, but Rackham suggests that if you use need-payoff questions correctly you’ll face less objections. Some examples of need-payoff questions include: How important is it that you solve this problem? If you only received a handful of relevant CV’s would that help to solve your time problem? If you’re spending that amount on job adverts with no guaranteed success, would a service where you only paid for delivered results help you? Rackham states that SPIN® selling is “the way most successful people sell on a good day when the call is going well”. You might find that you won’t be able to ask all these questions in one sitting, but instead you may have to ask them in a sequence of calls over a period of time.