A couple of weeks ago a client of mine asked me what I was up to later in the week. I mentioned that I had 8 pre-arranged sales call to make over the course of a couple of days. He went quiet and then uttered a word I won’t mention!
“^^!!** hell you seem pretty calm?” were the next words out of his mouth. I was. In fact I have been calm about ‘selling’ for many years.
Let me explain. It is about the mindset that you take into a sales call and a couple of weeks ago I was reminded how important that truly is.
I was at a development event where a sales guy shared how challenged he felt when it came to making sales calls. The speaker had some words of wisdom for him that gave a totally different perspective. The fundamentals were pretty straight forward and were based on two key things.
Detaching from the outcome and putting the needs of our clients and candidates first. Let me explain more.
Detachment from the outcome
I can imagine how some people might react to that. It is a principle founded the further East you go.
During the early part of my career I couldn’t get my head around it. “Detach from making the placement? Yeah right!” Isn’t that the whole point: To make the sale?
After all, a sale is about outcomes; we need to get the business?
But over the years, I’ve learned the wisdom of the detachment message. In fact, the more I wanted to close down a candidate or client (or should I say – needed to close) the less likely I was to get it.
Why? Because desperation alters our behaviour. Watch the latest survival programmes on TV if you want an experience of what being desperate looks like.
Desperate recruiters focus on themselves not their clients or candidates. Whenever you need something that much, you push too hard for it. You short-circuit the process and go for the close before the time is right and your client or a candidate is ready.
Do they realise it? Of course. That is why they don’t accept your request to connect on LinkedIn, let alone answer your emails or calls. Then of course you become even more desperate and that isn’t attractive. Think how you avoid desperate sales people?
Put them first
Here is what works. Think about the value of your offer and then put them first. It is a mindset shift and one that, when you master it, really will transform your results.
To be willing to say to yourself, “I know I need this placement, but I’m going to put that aside and focus on helping them make a good decision.” Sometimes, you have to say it over and over to yourself. New habits can take a while to form.
When I first started using this approach it was alien to me. However the more I trusted it the better it became. Within a matter of weeks my conversion rate doubled; which means yours can to.
I hope you found this article useful. If you would like some more tips on how to deal with the inner game or help your team to deal with their inner game – join my FREE Webinar ‘The 6 Step System to Convert Your Under Performers to High Billers in 14 days or Less’
Click on this link to sign up: 6 Steps Convert your Under Performers to High Billers