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1/31/2018 1 How to Secure Recurring Revenue: Winning the War for Contract & Temporary Opportunities Mark Wolf, Director of Performance & Sales Training C&A Industries Omaha, NE (402)938-2065 [email protected] Facebook.com/SalesJetTraining/
Transcript of How to Secure Recurring Revenue: Winning the War for ... · How to Secure Recurring Revenue:...
1/31/2018
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How to Secure Recurring Revenue:
Winning the War for Contract &
Temporary Opportunities
Mark Wolf, Director of Performance
& Sales Training
C&A Industries
Omaha, NE
(402)938-2065
Facebook.com/SalesJetTraining/
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I. Success Non-Negotiables
IV. Identifying New Revenue Streams
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II. Persuasion Principles
V. Aligning JO’s & Candidates
VI. Negotiating vs. Educating
III. S.P.I.N. SELLING
I. SUCCESS NON-NEGOTIABLES
A. Establish a Culture of Learning
• Situational Role Play
Develops Confidence, Listening & Problem
Solving Skills
• Identify a new skill or niche terminology weekly
• Repetition is the Mother of all Skill & Learning
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I. SUCCESS NON-NEGOTIABLES
B. Never Assume
• Constant Assumption is a sign of:
High Ego or
ClosedMindset or
Low Assertiveness
I. SUCCESS NON-NEGOTIABLES
C. Make 208 New “Friends” This Year
• 4 per week
• Place 10% = 21 Placements/Deals
I. SUCCESS NON-NEGOTIABLES
D. Make 208 New “Friends” Again Next Year
• 10% = 41 Placements/Deals Next Year
2018: 2082019: 208
41610% 41
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I. SUCCESS NON-NEGOTIABLES
E. Avoid Shortcuts
• Nearly all problems in the end of the
process can be traced back to a shortcut
in the beginning.
I. SUCCESS NON-NEGOTIABLES
F. Track Metrics & Ratio’s
• Gauge Industry Trends
• Identifies Skill Efficiencies and
Inefficiencies
Job Order : Placement
POEJO : Sendout
Sendout : Offer
I. SUCCESS NON-NEGOTIABLES
G. Tactful Follow Up & Follow Through
• Break through all of the “noise” by
relentlessly pursuing viable
prospects
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I. SUCCESS NON-NEGOTIABLES
H. Improve your Sales Skills 1% Each Day
• In 100 days, you’ll Improve 100%!
II. PERSUASION PRINCIPLES
Principle Business Application
Liking Similarity & Praise
Reciprocity Help a Prospect
Social Proof Success w/ Other’s
Consistency Obtain Commitments
Authority Solving a Similar Problem
Scarcity Shortages, Shelf-Life
III. S.P.I.N. SELLING
SituationQuestions
PainQuestions
ImplicationQuestions
Need Payoff
Candidate & Job Order Qualifying!
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IV. IDENTIFYING NEW REVENUE
Marketing Call
An Identifiable Need
SPIN Questions (Job Order)
Persuasion Principles + (N Statement)
SITUATION A.
IV. IDENTIFYING NEW REVENUE
1. Title (Stay disciplined in your discipline)
2. Situation - Evaluate their Urgency
• “Who’s doing the job now?”
• “Ideal fill date?”
• “How are you trying to fill it?”
• “Any viable candidates?”
“Status?”
IV. IDENTIFYING NEW REVENUE
3. Insert PP + Pain & Implication Questions
• “How long can the position be open until
something bad happens?”
• “PP___. What’s the position costing your
dept./the organization of it not being filled?”
• “PP____. What challenges are you personally up
against?”
• Emulation vs. Elimination
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IV. IDENTIFYING NEW REVENUE
4. Need-Payoff Questions
• “What would be the benefit of having this
position filled by (date)?”
“How would it impact you & the
organization?”
• “What challenges & frustrations would you no
longer have?”
IV. IDENTIFYING NEW REVENUE
4. PP + Need-Payoff Statement
• Social Proof: “Prospect, I’ve had clients who
had challenges such as yours. One in
particular (name drop?) lost two employees
because of (the mandatory overtime required
to cover the open position).
Authority: As an expert in your space, I’d like
to share with you how I resolved their
problem.”
IV. IDENTIFYING NEW REVENUE
Marketing Call
Encounter Objection
Assumptive SPIN Questions (Job Order)
Persuasion Principles + (N Statement)
SITUATION B.
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IV. IDENTIFYING NEW REVENUE
Encountered Objections:
• “We don’t pay DH fees”
• “Hiring Freeze”
• “We can’t Afford You.”
• “We’d like to try before we
buy”
SITUATION B.
Overcome with
Assumptive
SPIN Questions
(Job Order)
Assumptive SPIN Questions (Job Order)
Title
Situation Questions (Urgency)
Pain Questions
Implication Questions
Need-Payoff Questions & Statement
IV. IDENTIFYING NEW REVENUE
IV. IDENTIFYING NEW REVENUE
Buying Sign Objections:
• “What’s your fee/price?”
• Other?
SITUATION B.
Overcome with
Assumptive
SPIN Questions
(Job Order)
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1. Reflect the Objection (What’s your price?”)
• “Good Question. And the answer is that I
don’t know. Since my service fee’s
depend on the type of person you’re
seeking and the difficulty of my search,
share with me the specs of the open
position.”
2. Ask Assumptive SPIN Questions (Job Order)
IV. IDENTIFYING NEW REVENUE
Asking Assumptive SPIN (Job Order)
Questions will Help You Determine If
the Objection was Real or a Brush Off.
IV. IDENTIFYING NEW REVENUE
IV. IDENTIFYING NEW REVENUE
Need Payoff Statement & Close
Prospect, you said that you have an open
position for a (product manger) and you don’t
want to pay a staffing firm. I get that. At the
same time you told me that your customers are
experiencing delivery delays costing your
organization $15-10k per week on
backorders……...
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IV. IDENTIFYING NEW REVENUE
Need Payoff Statement & Close
….Well your not alone. My clients such as
(client name) have experienced similar
challenges and in their case, we were able to
secure a contractor who was an expert in
(product management) and he/she successfully
helped my client increase their output 25%,
resulting in $35,000 per month….
IV. IDENTIFYING NEW REVENUE
Need Payoff Statement & Close
….As someone who is in this space everyday, I’d
like to suggest that we help you by recruiting
and isolating a contractor who can also help
you overcome your challenges. (explain the
benefits of a contractor/temp). I’ll need to
push my pencil to find you the best hourly rate.
In the meantime, are you the one who can
authorize this?
IV. NEGOTIATING VS. EDUCATING
Objection #2 “Your Price is too High”
“Prospect, I appreciate looking out for your
bottom-line, but I would suggest investing in a
quality (product manager) who will expedite
deliveries to your customers, rather than one
who will cause more problems. What I’m saying
is that I’m not the lowest price, but the lowest
risk. Let me present one or two candidate and
you can see for yourself the quality.
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IV. NEGOTIATING VS. EDUCATING
Q: Would You Rather Work an Unfillable Job
Order because of the Low Pay, or Would You
Rather have a Client Turn you Down Because of
High Bill Rate?
It’s Not About What the Client can Afford, It’s
about What top Quality candidates are Worth!
IV. NEGOTIATING VS. EDUCATING
Perception of Value is Based on Price
IV. NEGOTIATING VS. EDUCATING
Clients’ 8 Key Concerns
1. Save Money
2. Make Money
3. Reduce Stress
4. Save Time
5. Is Easy to Use
6. Provides Security
7. Boosts Ego
8. Makes Them Feel Good about Themselves
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V. ALIGNING JO’S & CANDIDATES
Q: When evaluating a job opportunity (from a
staffing agency), what information, features, or
details are most important to you?
C&A SURVEY March , 2017
3,764 “Interviewed” Candidates”
338 Respondents
Compensation
-Hourly $
-Per diem
-Allowances
-Health Ins.
-401k
-Credentialing
Geography
-City/State
-Co. Name
-Commute
-Housing / Pets
-Seasonal-Safety
Company
-Management
-Culture
-Leadership
-Co reputation-Contract friendly
The Job
-Shift/hours/flex
-Work challenge/load
-Skill Alignment
-Assignment length
-Productivity
-Equipment
Recruiter
-Communicate
-Reliable/Responsive
-Understanding
-Honest
-Transparency-“Recruiter-for-life”
Candidate Interview Process
Job Order Procurement
Process
ALIGNMENT
Geography
The Job
Company
You
ALIGNMENT
V. ALIGNING JO’S & CANDIDATES
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SUMMARY
• Success Non Negotiables
• Persuasion Principles
• Benefits of SPIN Questions
• Applying PP Principe's and SPIN Questions to
Identify New Revenue Streams
SUMMARY
• When Encountering Objections, Always Take an
Assumptive Job Order
• Clients 8 Key Concerns
• Stop Negotiating & Start Educating
• Aligning Your Candidate Onboarding with Your JO
Procurement
How to Secure Recurring Revenue:
Winning the War for Contract & Temporary Opportunities
Q & A
Mark Wolf
(402)598-7636
Facebook.com/SalesJetTraining/39
