“Can you sell me that phone” – one of the first questions I received during an interview 20 odd years ago with hashtagSThree.
As cringe as that might be, I still think it’s relevant today, and covers the basics of recruitment/sales;
*Qualify the need – are they in the market and ready to make a decision/purchase?
*Elaborate on the need – why do they want it, and what’s important to them?
*Features and Benefits – ideally linking back to their specific needs
*Requalify – ensure you’ve not missed anything
*Trial close
*Close
I’ve probably missed a few things, but stripping our job right back, I don’t think you go far wrong by sticking to the basics.
With all the fantastic tools and AI we now have at our disposal, the ‘sales’ part of our jobs has been made easier, no doubt.
However, you still need to remember the fundamentals – don’t assume, and ALWAYS qualify properly, otherwise you’ll be wasting your time.
