Business Development

Business Issues
Are you in touch with current business issues that impact your clients/prospects? As a staffing salesperson, you need to recognize how your services can alleviate your client's/prospect's concerns. Upon completing this course section, you will be able to:

• Identify current business issues that impact your clients/prospects
• Explain how staffing services address these issues

Business Liabilities
Businesses today face a growing number of vulnerabilities. These challenges can distract your clients/prospects from their core business. Upon completing this course section, you will be able to:

• List your client's/prospect's potential business liabilities
• Formulate questions to uncover their liabilities and offer staffing solutions

Introductions of Your Service
In a competitive business environment, you must be able to quickly communicate the unique value of your staffing service to a prospect. Upon completing this course section, you will be able to introduce your staffing service to a prospect in thirty seconds sparking additional conversation around your services.

Staffing Industry Trends
Current trends in the staffing industry have an impact on your job and the services you provide. Upon completing this course section, you will be able to:

• Identify current trends in the staffing industry
• Find future opportunities in staffing trends

Define Your Market
Your time is valuable. It is important to spend your time focused on prospects that lead to sales success. Upon completing this course section, you will be able to define your market using four criteria.

Research Your Clients/Prospects
To be effective on your sales calls, you should be well prepared. Research your clients/prospects thoroughly to assess who could benefit from your staffing solutions. This course section will provide resources to use when investigating a company's need for staffing services.

Qualify Your Clients/Prospects
In order to use your time wisely, it is helpful to categorize or qualify your clients/prospects. Using your research, you will determine the potential each company has for staffing usage.

Set Goals
What are you trying to achieve? The purpose of goal setting is to assure that you are spending the right amount of time, on the right companies, for the highest return on investment. Upon completing this course section, you will be able to structure specific activities that will help you meet your sales goals.

Manage Your Territory
Create a strategic plan to contact your clients/prospects. This course section will help you manage your territory and time more effectively.

Define Consultative vs. Traditional Sales
Today's clients/prospects are demanding more than a traditional sales product. They expect salespeople to provide consultative services that address unique business requirements. Upon completing this course section, you will be able to define the differences between consultative and traditional sales approaches.

Identify Client Roles
The role your clients/prospects play directly impacts their needs and the solutions you should provide them. Upon completing this course section, you will be able to identify client roles and unique approaches to working with these roles.

Set Objectives
Before you contact a client/prospect, set specific and measurable objectives for the call. Upon completing this course section, you will be able to develop objectives that will move the sales process forward.

Get the Appointment
Getting the appointment is critical to advancing the sales relationship. Upon completing this course section, you will be able to list three steps to getting the appointment and techniques for getting past voicemail.

The consultative sales process is a four-phase approach that helps you identify client's/prospect's business challenges and partner with them for success. During this course, you will examine the first and second phases: Introductions and Exploring Needs. The next course, Advancing from Discovery to Strategic Partnership, addresses the third and fourth phases: Creating Options and Confirming the Relationship.

Introductions
Introductions are the foundation of a client/prospect relationship. Upon completing this section, you will be able to list the three steps of introductions.

Exploring Needs
Exploring Needs is the most valuable phase in consultative sales for both the client/prospect and the salesperson. During this phase, you can uncover the client's/prospect's true needs. This phase of the consultative sales process addresses:

• Implied and stated needs
• Value of the questioning process
• Asking strategic questions
• Listening skills

Upon completing this course section, you will be able to ask powerful questions that uncover client/prospect needs.

The consultative sales process is a four-phase approach that helps you identify client's/prospect's business challenges and partner with them for success. In the previous course, you examined the first and second phases: Introductions and Exploring Needs. This course addresses the third and fourth phases: Creating Options and Confirming the Relationship.

Revisiting Beginning the Discovery Process
In Beginning the Discovery Process, you learned about the importance of listening. During this course, you will learn the importance of analyzing the client's/prospect's words to understand the true meaning of their statements. Fact, Pain and Impact questions help you identify client's/prospect's challenges. Solution questions are asked only after the challenges have been identified/clarified. In this course section, you will review a case study for asking solution questions.

Creating Options
During the Creating Options phase, your goal is to offer appropriate solutions that specifically address your client's/prospect's needs. Upon completing this course section, you will be able to explain how your staffing solutions create unique advantages and benefits for your clients/prospects.

Confirming the Relationship
During the fourth phase of the consultative sales process, we confirm the sales relationship. During this step we review the options presented and agree on how we will work together. Upon completing this course section, you will be able to list steps to confirm the relationship.