Successfully Selling Staffing Services; Is It As Easy As It Sounds?

PhoneonIce

Rejection is a reality that individuals in the field of sales encounter throughout their careers, but those who survive tactfully learn how to avoid it.  If sales is a career you wish to pursue, then obtaining “thick skin” is a necessary requirement.  Sales can be very arduous, competitive, and demanding, but if you’re successful it can be an extraordinarily rewarding career.

Generating new business is always challenging and in order to be successful in selling staffing services, it will ALWAYS be necessary to make cold calls in order to gain new business.  Once you’ve gained the attention and eventual trust of your potential client the process of “sealing the deal” becomes that much easier.

Dan Fisher with Menemsha Group , provided The Fordyce Letter with some helpful suggestions on how to improve upon your cold calling skills and get rid of any fear that may be holding you back from being successful.

Adjust Your Mindset

Don’t approach cold calling with the goal of making a sale or landing a meeting. If you do, you are destined to fail and you will be in constant objection-handling mode.

Besides, you don’t want to be a transactional vendor.

If your goal of the cold call is not to make a sale, then how can you get rejected? Eliminating that goal will free you from the fear of rejection.

Stop Selling

We all know how competitive the staffing industry is.  Customers and prospects are getting hundreds of calls from competitors each week. They all lead with their product and/or service offering. This is a very outdated approach and a turn-off to just about any buyer. Focus on the customer and what is important to them; the key is to stop selling.

The Goal of the Cold Call

Disarm the prospect! Imagine an invisible wall between you and the prospect as you’re talking with them on the telephone. Your goal of that call is to remove the invisible wall so that they feel comfortable in opening up and sharing information with you. The key to long-term success in sales is building trust and this is the first step in building trust.

Disarming Your Prospect

How do you disarm your prospect? You start by displaying a lot of respect for their time and making them feel as if they are in control of the phone call. Put out the disclaimer that you are O.K. and understand that if they feel the discussion is a waste of their time, you will happily end the phone call. You must offer the prospect multiple opportunities to tell you to get lost or end the call. Think of it as reverse psychology. You want to say the opposite of what the prospect expects you to say. They expect you to be a walking brochure for your organization selling them all of the wonderful features and benefits of your service offerings. This is what we have conditioned prospects to hear for hundreds of years. Instead, make the prospect feel like they control the call. Say the opposite of what they expect you to say.

Stop Making Assumptions

Before you start selling, determine with the prospect if your two organizations are even a good fit for one another. You need to qualify the prospect to determine whether you even want to do business with them. And don’t assume you can help them until you have had a detailed conversation with them about their business issues. There is nothing buyers hate more than sales professionals who impose their product or service on them and when they know nothing about their business.

Ask For Permission

Ask the prospect for permission to conduct the phone call. Throughout the phone call, check in with the prospect by asking, “Is it ok if we continue?” Doing this makes the prospect feel in control of the call and your demonstrating respect for them as a professional.

Selling successfully is a combination of natural and learned processes that is challenging, but when skills are perfected and fear no longer fazes you, the potential for growth is guaranteed.

About TRC Staffing Services, Inc.

2 Responses to “Successfully Selling Staffing Services; Is It As Easy As It Sounds?”

  1. Good tips. These tips may help with staffing services and people making cold calls. Thanks for posting.

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