Recruitment is, at its core, a sales business, and recruitment sales training is an essential component of every consultant’s skill set.
In an increasingly competitive environment where clients are seeking real value for their money, your consultants’ ability to distinguish and pitch themselves and their services is more crucial than ever.
At Pearl Lemon Sales, we offer sales training for recruiters that addresses the fact that while many recruiters have fantastic core abilities when it comes to finding and placing the right people in the right positions, they lack the sales skills they need to perform at the highest levels, and to bring new business into the company.
Although few recruiters consider themselves salespeople, sales skills and methods are critical to their success. The difference between decent recruiters and great recruiters is strong organizational and sales skills.
However, sales training for recruiters receives little attention when it comes to recruitment training in general. Sales tactics that can significantly boost results will be taught in effective sales training for recruiters and the programs offered by Pearl Lemon Sales are some of the best available.
Recruiters can learn some of the most important sales skills through sales training for recruiters. But why would they need it and just how will it help? Let’s take a closer look.
Recruiters deal with a variety of clients. It’s critical to stay focused on what consumers need as they assist them through the recruiting process, from organizations to applicants.
This entails cultivating relationships and taking the time to comprehend objectives. It is necessary to have a clear grasp of what success means to the individual stakeholders. This encompasses the psychological factors that motivate people to take action. These are sales skills, and once mastered can make a recruiter far more valuable in the clients’ eyes, a key to winning their business.
Recruiters are continually marketing, whether they’re trying to get a prospect enthusiastic about a job opportunity or attempting to obtain a recruitment job with a company.
To set themselves apart from other recruiters, they should sell themselves and the services they provide. If a recruiter can’t rapidly explain why they’re much better than their competition, they’re not going to get any work.
Salespeople can teach recruiters a lot about the marketing process and lead nurturing. Companies and individuals who excel at lead nurturing see a 50% increase in sales at a third of the cost. And those are gains that anyone will be happy to see, especially recruitment business owners.
Recruiters will hear “no” a lot more than they will hear “yes.” They must be really enthusiastic about their work, the position they are attempting to fill, the applicants they are presenting, and the clientele they are pitching.
When faced with hurdles, one of the most important sales abilities the best salespeople possess is the capacity to persevere.
It’s difficult to get the proper person on the phone or to reply to emails when recruiters are seeking to engage with decision-makers at firms to land their recruiting business more work. According to studies, it can take up to 18 calls to connect. When looking for candidates, it can be the same. The better ones get a lot of calls from recruiters and firms wanting to fill positions all the time. These days, they won’t automatically answer your call.
Approaches via email aren’t any easier. Only around a quarter of all sales emails are actually opened. What gives recruiters the impression that their phone call or email will stand out in the face of such odds?
The capacity to phone and email repeatedly can be a valuable asset. If recruiters want to succeed, they must be persistent.
Connecting companies and candidates requires discipline and activity. Recruiters who have been in the business for a while know how important it is to keep their funnel full. That isn’t something that happens by chance. It requires concentrated effort.
Strong sales abilities must be accompanied by strong organizational abilities. While action is necessary, it will not get the job done on its own. To move the process forward, you’ll need to take a strategic approach.
Presenting solutions is one of the keys to recurring business for salespeople. When they don’t manage customer expectations, they get into difficulty.
Let’s imagine a recruiter is working with a new client who is making their first use of an outside recruiter. They may anticipate the recruiter bringing up scores of qualified candidates in a short period of time. However, we all know that this isn’t the case.
The client may be unhappy even if the recruiter provides just a few good candidates. Prospects are the same way. They will be dissatisfied if they expect a six-figure wage and receive an offer that is substantially less.
Salespeople understand the need of setting realistic expectations for customers up front so that they are not disappointed later. Recruiters that do the same will find they are much more successful.
Active listening is a skill used by the finest salesmen. They listen carefully to what prospects say – and don’t say – then probe for more information. While salespeople must have a plan for their approach, the best of them avoid enacting a script in favor of starting a genuine conversation.
Overcoming objections is one of the most critical sales abilities that salespeople utilize on a regular basis. They anticipate the most common issues that may arise and solve them before the prospect does. This gets them past the common concerns quickly, allowing them to focus on the underlying issues.
Recruiters have a habit of “telling” candidates about a position instead of “selling” them on why it’s the ideal fit. Similarly, they may inform a company that a candidate has the necessary experience for the job, but they fail to sell the intangibles that cause them to believe the individual is the best fit.
Recruiters can’t just mention the measures they’ll take to discover prospects when seeking to solicit businesses for recruitment employment. They must “sell” how the procedure leads to the desired outcomes.
Sales training for recruiters covers all of this and more. Ready to get started? Contact us today to discuss just how sales training for recruiters will help you.