All posts tagged: Sales

The Tesla Approach to Staffing and Recruiting

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Scott's Monday Morning MessageCar fanatic or not, there is a lot to like about a Tesla and how this electric vehicle is a model for better business. Acceleration from zero to 60 miles per hour in just 3.1 seconds, which the Model S can now achieve, is the kind of rapid velocity staffing and recruitment customers can experience when firms shift from reactive to active recruiting. Most buyers need that talented person yesterday, so speeding that individual to them to start work today is how a growing number of firms are zooming past their competitors.

Even though automobile dealers have lots of power and sway (too much if you ask me), Tesla powers its sales without caving in to the traditional, commoditized dealership model, choosing instead to sell out of stores in upscale shopping malls. The best staffing and recruiting firms also avoid the commodity game by negotiating value, not price, while approaching buyers in ways that attract attention instead of repelling them from even answering the phone.

Visit one of those stories and you find that less is more when it comes to the components that allow Teslas to achieve rapid velocity. Unlike a gasoline engine with hundreds of moving parts, Tesla electric motors have only one moving piece: the rotor. It’s this lean simplicity that helps make it so fast and nimble. Getting lean in our business, especially in eliminating all the wasted time and effort in the recruiting process (called Lean Recruiting), speeds talent acquisition, allows candidates to get to work more quickly, and staffing and recruiting firms to be more equitably rewarded for the value they provide.

Acceleration, innovative selling, and lean systems―three components that make Tesla leading-edge and can make your firm a leading provider.

Scott WintripThe Tesla Approach to Staffing and Recruiting
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Shut Up and Sell

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Scott's Monday Morning MessageIn just two minutes the salesperson had gotten the client to say “yes” to giving his firm a shot at filling their needs. Had he stopped there, all would have been right and good in his world. Unfortunately, he continued to talk, extolling the features and benefits of the staffing services provided by his company. The “yes” turned into a “no” after the customer recanted, deciding to take time to think over his decision. Now that customer is buying from another firm, one I suspect whose salesperson didn’t kill an affirmative decision.

Often, salespeople don’t know when to shut up, especially when they’re focused on what they plan to say instead of hearing what the customer needs to share. Instead of deals that are done, their over-sharing causes business opportunities to come undone.

Selling is not telling, and even though many salespeople will say they know this, they keep talking anyways. When we shut up and sell we ask first, listen second, and only comment briefly (nine seconds or less is the rule) once we thoroughly understand what the customer needs and wants.

Shutting up may not be the most exciting way to sell, but the results it achieves are exhilarating.

Scott WintripShut Up and Sell
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Are You Hiring Sales Architects?

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Many companies have focused on hiring either hunters or farmers, depending on the current needs within their sales organizations. The problem with this strategy is that those who are good at hunting down new business are not as good, or do even harmful things, when they attempt to develop more business (farming) within existing accounts.

That’s where the Sales Architect comes in to the picture. These individuals are highly proficient at both hunting and farming. This video tells you more about this profile.

Scott WintripAre You Hiring Sales Architects?
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Take Me to Your Leader

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Last month, a number of you responded to my article on leadership Must Practices, mentioning a few of your own ideas as to which practices are an absolute requirement for success. For those who’ve not had a chance to read this yet, I’m sure you’ve heard of best practices, those methods that are supposed to be what the best of breed companies are doing. While some ways of doing business are called “best” or even “innovative” yet, are not, there are a non-negotiable set of practices that are a must for any leader wanting to not only succeed, but thrive in today’s world of business.

Here are five more of these Must Practices:

You can’t short change change.

While change management processes are often overly complicated and convoluted, a Change Accelerator approach enrolls all responsible parties in getting done what matters most in a more rapid and complete manner. The most effective leaders never short change what it takes to create complete and positive change.

What your employees want is not always what they need.

If you work backwards from the desired outcomes and goals, you’ll often find that the education, processes, technology, and support are, at least some of the time, different from what people desire. Great leaders always address needs first, wants second.

Good leaders make the hard decisions. Great leaders ensure those decisions become outcomes.

Making decisions is often easier than implementing those decisions. The best leaders always ensure that initiatives become outcomes by expecting consistent follow-through to achieve the desired results.

You can’t motivate others. You can only create opportunities for people to choose passion and hunger. Motivation is an inside job.

Leaders who try to motivate end up with a less motivated workforce. Creating an environment where employees are responsible for their own initiative and drive shifts the responsibility for motivation to those who can actually make it happen.

Where there’s a will there’s a way. Your job, as a leader, is to pave the way.

Great leaders see their job as anticipating roadblocks, removing obstacles, and then getting out of the way of their direct reports. This is very different from less effective managers who are constantly pushing their people down the road, who then trip over all of the distractions and debris that is in their way.

Fully effective leadership can only happen when leaders follow these Must Practices, making them as common place as breathing. Those that do consistently breathe new life into their teams, the fresh air of a positive work environment, and the winds of collaboration that promote a continued focus on what really matters most.

Scott WintripTake Me to Your Leader
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Close More by Selling Less

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Scott's Monday Morning MessageResumes are incredibly flawed sales tools that prove the common saying that “less is more.” Case in point comes from a salesperson new to the staffing and recruitment industry. Instead of the resume he sent to the buyer creating buy-in, it’s generating pushback as the hiring manager is questioning why the candidate for a contract role has worked at seven companies in the past 10 years. The answer—each of these was a contract assignment. Yet, this fact did nothing to allay the concerns of the buyer, interfering with the salesperson’s ability to close him on even just talking with this candidate via telephone.

Less really is more when it comes to how much we sell and the sales tools we employ. Here are three of the top 20 ways to close more by selling less:

  • Instead of soliloquies, speak in soundbites (ideally, nine seconds or less).
  • Rather than scheduling interviews, set up working interviews, allowing the buyer to experience the candidate.
  • When something on paper is required, submit accomplishment profiles instead of resumes, highlighting the details that matter instead of the minutiae that creates confusion.

Giving the customer more space to close him or herself can only happen if we simplify the process. And since buyers always believe themselves and only sometimes, if ever, believe us, letting the better closer close (them, not us) is worth the lessening of our efforts, and letting them feeling more in control.

Scott WintripClose More by Selling Less
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The Powerless Approach to Staffing and Recruitment

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Scott's Monday Morning MessageWe are powerless when it comes to making people do what we want. I believe this is one reason parents are given teenagers, reminding them how powerless they truly are over people, places, and things.

Too many people in our business continue to promote the myth of client and candidate control, insinuating that we can or even should manipulate the choices of others. These dangerous, Repetitive Practices (methods which cause harm) do nothing more than perpetuate the predominant, negative reputation of our industry.

Each of us only has power over three things: our words, our choices, and our actions. By acknowledging our powerlessness over everything else, we gain access to true, individual, virtuous energy. By responsibly using these three personal powers, we can facilitate a process where the needs of all parties are met, for we which we are amply rewarded. That’s true power with much less effort.

Scott WintripThe Powerless Approach to Staffing and Recruitment
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Why Sexy Doesn’t Work in Selling

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The focus on consultative selling by many salespeople is often great in concept and poor in execution. This failure stems back to one issue and one issue alone—the fact that consultative selling is really about basic skills.

Too many salespeople, especially those with more tenure, are too focused on acquiring and mastering advanced sales skills. What many of them don’t realize is that the phrase “advanced sales skills” is really a misnomer. Advanced selling is really about consistently doing the basics.

Those who are achieving the best results in staffing and recruitment consistently apply the core competencies of basic selling. They don’t have to get “back to basics” from time to time, instead, consciously choosing to stay with the basics.

This approach to being at an advanced level may not seem as sexy as pursuing the complex or convoluted approaches often presented in the latest tomes on selling. However, the increased profits and commissions gained through this approach more than make up for the “dullness” of keeping selling simple.

Scott WintripWhy Sexy Doesn’t Work in Selling
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Knowledge and Power

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Scott's Monday Morning MessagePeople often say knowledge is power, which is incredibly inaccurate. Knowledge applied in a compelling way is true power as it engages people in a meaningful manner. The question is, with so much available knowledge, how does one pick and choose what to acquire and what to ignore?

Companies in staffing and recruitment, in particular, often don’t have the right knowledge that will be powerful in how it helps them support prospects and customers in improving their current circumstance. Instead, our industry often falls into order taking mode or, even worse, assuming what customers say they need is the real need. For example, one staffing company in Massachusetts took an order from a buyer while their competitor, who is my client, gained deeper knowledge as to the business issues and challenges the customer was facing. That knowledge led to better solutions that are now saving that customer money rather than engaging in the same old hiring routines that were perpetuating the problems.

While there are a list of critical questions that should be asked of buyers, one, in particular, unlocks a treasure trove of knowledge that will allow you to create more meaningful relationships, provide better service, deepen your impact, and allow you to deliver tremendous value. That question is:

“What are your business objectives in the next 12 months?”

Often, if you listen carefully, you’ll hear a misalignment between those objectives, and the order the customer is about to hand out. If you address that gap and provide a solution that helps achieve those objectives, you’ll not only win more business, but their hearts, minds, and maybe even a touch of their souls. That’s real power that benefits all.

Scott WintripKnowledge and Power
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