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The best salespeople are not all high profile, handshaking, backslapping, and highly charismatic personalities. They are good business people able to see the long view while ferreting out opportunities today. They see win-win situations and are capable of funneling prospect interest into profitable job orders/placements. They build relationships…not just obtain job orders.
Developed mid-2002, Staffing Industry Sales Manual articulates a powerful set of guidelines that can dramatically teach and inspire both the beginning and the experienced staffing account executive to succeed sooner than later. Creating a successful business is about Attitude, Knowledge and Action. If any of these factors is missing or inadequate building a business will be the hardest thing you will ever do. But…
If you "wanna" build a staffing business from your core, will learn both by your mistakes and the lessons from others, and do what needs doing you will succeed in Staffing Sales!
Staffing Industry Sales Manual Table of Contents (Partial)
- Definition of Staffing Sales
- Staffing History Highlights
- Trends In The 1990's And Early 21st Century
- Poised For Growth
- Who Were "Temporaries" In The Early Days Of The Business?
- The Contributions of the Staffing Industry
- Staffing Industry Facts
- Reasons Why Companies Use Temp/Contract Staff
- What Clients Look For in a Staffing Supplier
- Staffing Industry Norms
- Temporary Placement Operating Ratios
- Permanent Placement Operating Ratios
- Six Major Rules of Success
- The Business of Staffing – Cost of Sales and Gross Profit ("Spread")
- Creating a Sales Plan that Will Increase Sales!
- Identifying Your "Profile" Client
- How to Find Your "Profile" Prospect
- Know Your Company! - Sell Those Differences
- Your Company's Unique Value Proposition
- Your Value-Added Advantages
- Daily Activities of a Power Account Executive
- Six Principles of Business Development
- Super Sales Habits of Industry "Rainmakers"(Power account executives)
- Penetrating Your Market
- Market Analysis
- Niche Development
- The Five Most Effective Methods of Selling Staffing Services (New Business)
- Handling "Objections"
- Sample Prospect "Counter Points", Concerns, Or "Objections" – With Answers
- Power Telesales
- Four Key Objectives for Successful Telesales Prospecting
- Secondary Objectives of Telesales Calls
- Four Rules to Ensure Successful Phone Interactions
- Making Voice Mail A Business Advantage
- Use The Power of "Hot Knocking" – Canvassing
- Building Sales Through Networking
- Promotional Marketing Programs to Accelerate Sales!
- Selling Through E-marketing!
- Drop-Off Programs to Stimulate Sales
- Customer Meetings/Sales Presentations
- The Sales Visual Aide
- The Art of Taking "Insightful" Job Orders
- Taking a Temporary Assignment Job Order
- Taking a Temp-To-Hire Job Order
- Taking a Direct Hire Job Order
- Skill-Marketing – A Super Sales Technique
- Powerful Written Communications (Letters and Emails)
- Sample Letter
- Sample Emails
- Tracking Your Sales Progress
- Prospect and Client Records
- Tracking Job Orders
- Time Management
- Exceeding Client Expectations
- Relationship Marketing
- Advanced Staffing Sales
- Expanding Client Relationships
- Vendor-On-Premises Programs
- Major Account Power Selling
- Superstar Tips For Winning Major Accounts
- Proposals
- Staffing Industry Glossary
- Addendum & Forms
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