Selling to Employers 

Position Today - Perform Tomorrow 

One day bespoke training course For Job Brokers and employer

engagement teams

The following slides have been selected to provide an overview of the course and a

taster of the content

Overview

Selling to Employers is the definitive one day

training course designed to maximise the

efficiency of Job Brokers and Employer

Engagement teams –

Course Objectives• Define the sales process

• Provide a framework for sales

• Unravel the mysteries of sales

• Provide the motivation and skills to step out into sales

• Outline the key elements of a successful sales strategy

• Introduce the basic elements of marketing commonly associated with sales strategies

Introduction to Selling

Definition of the word Sell

• verb persuade someone of the merits of..(a product or service)

Origin- Old English.

Source-Oxford dictionary

Introduction to Selling

Definition of the word Buy

• verb informal acceptance of the truth.

Origin- Old English.

Source-Oxford dictionary

Buyer Motive

Behaviour Style Decides on Justifies with

Assure Logic Emotion

Analyse Logic Logic

Achieve Emotion Logic

Associate Emotion Emotion

Methods of Selling

• Advertising• E-mail Campaign• Fax Campaign• Direct Mail Campaign• Advertorial• Website• Sponsorship

The Sales Process

The selling process has six key steps. • Prospecting• Initial contact• Sales presentation• Handling objections• Closing the sale• Follow-up and service after the sale

Seven Point Sales Plan

• 1 - Plan• 2 - Intro• 3 - Bridge• 4 - Question• 5 - Summarise• 6 - Sell• 7 - Close

The Essential Sales Framework

First Contact Establish buyer trust

Build rapport• Smile• Use name• Sincere and friendly• Professional greeting• Professional Image• Be on time• Body language and eye contact• Firm Handshake

Point 3 – Bridge

The purpose for the call or meeting

• “Relevant” statement followed by an OPEN question

• Link between introduction and questioning• Attention grabber• Used to set the scene

Point 4 - QuestionWhy Question?

Four key objectives of questions

• To discover the prospect's key driver• To establish purchase criteria• To agree on a time frame for completion of

negotiations• To gain agreement on the problem before beginning

the actual presentation of benefits

Gear questions to the benefits of your product

Implication QuestionsEffectsConsequencesImplications

• More difficult to phrase • Ask several of these for each problem• Essential to moving sales forward• Make the problem seem more acute to the buyer• Raises awareness of complications if steps are not

taken to remedy the immediate problem.• Make the customer uncomfortable? Be careful not to

offend or upset

Effective Listening Skills The do’s

Capitalise on speed of thought 

• We can speak at 125 - 150 words per minute

• We can hear at 600 words per minute• Use the spare time to

– Anticipate where your prospect is going– Mentally summarise the message– Formulate a response– Read between the lines– Use silence strategically

Non Verbal Gestures

• Nod head• Lean forward• Raise eyebrows• Inject words or phrases to keep the

prospect talking

5 main Benefit Groups

• Time• Money• Hassle• Maintaining productivity• Peace of mind

Closing Strategies

• Your attitude makes a huge difference • ABC - Always be Closing • Understanding what they want and need • Recognise buying signs • Make the decision to close the sale • Assume the sale

Objection Handling Bridge

Question

SummariseSell

Close

Developing a successful Sales Strategy

Customer Profiles The following questions will stimulate your thinking when it

comes to developing your ideal customer profile. 

• What size of organisation? • Typically, how many people will they employ?• What market sector/s? • Who specifically will be buying and what are their business

titles? • Where geographically? • Who will be attracted by your uniqueness? • Which of your existing customers were the easiest and

quickest to convert?

• What similarities do these customers possess? 

Sales StrategyTools and Systems

The Three key Questions

• Who do I need to call?• When do I need to call them?• What do I need to say?

Sales Strategy

Vision – Strategy - Tactics

'AIDA' Awareness Interest Desire Action

Booking Details

For further information or to book this course please contact

GGT Solutions

T: 020 3004-8482F: 020 3292-1789E: info@ggtsolutions.co.uk