Wed, 9 October 2019
Sales From The Street - "Are You Firing Me?"
One of the scariest questions to ask in this field is, “are you firing me?” You might have asked this yourself, out loud or in silence, but regardless of how, it’s nerve-wracking just the same.
Andy Racic has been in professional sales for nine years and most of those years were spent serving HR professionals. These days, Andy is with a software company called Tango Health. They offer B2B software and outsourcing solutions to help professionals across the country.
While Andy was living in Houston, he was working for an agency recruitment firm called Michael Page. The agency recruitment space is 100% sales: that is 90% sales and 10% consulting. They were in the business of the oil and gas market and despite the difficult times in the business, their agency was able to establish a good relationship with their clients. Out of the blue, one of their clients asked him to help find a recruiter.
That was an alarming thing to hear because to him it sounded very much like looking for their replacement. It was a source of concern because the market was going downhill so their company was looking for ways to keep their clients and continue serving them.
Andy ran that client inquiry to his manager and they dug into it. They discovered that the company was having a big project that would involve a lot of hiring for them. The company was looking at 30-50% growth and they were looking for more people. Andy and his manager went back to the drawing board and built an entire recruitment process outsourcing model for that company.
They then made the call and presented the model for them and convinced them to trust them a little bit more instead of hiring another recruitment agency that they hadn’t worked with before.
Putting the best foot forward
There were doubts about whether what they did would work. The market was changing and the client could have gone in a different direction instead of working with them. Still, Andy and his team did what they could.
Andy’s team did a thorough briefing on the situation with their client’s internal stakeholders and presented a team that would help in the recruitment process. He gave them the background of each individual along with their track record and the reasons why they’re a good fit.
They won their trust and worked with the company, so to speak. Andy’s agency found a lot of people for them and delivered good results for them.
When a problem arises, salespeople can always go back to the traditional process of evaluating the problem and going deeper to understand that challenge.
When you know and understand what you are facing, you can create a solution. #SalesTips
A good salesperson needs an open mind whenever he hears information because the snippets of information may make or break your business or the deal. Be on the lookout for what’s going on and dig in until the third level questions to ensure that there are no assumptions on your side. Make sure that you make the best out of any situation.
When you’re talking to a client, listen intently to pick up something especially when things go south. Stay present when the client is speaking rather than making them repeat what they said because that’s how you win a deal.
"Are You Firing Me?" episode resources
Get in touch with Andy Racic via his LinkedIn profile. Make sure to customize your messages for a more positive response from Andy. You can also connect with Donald via LinkedIn, Instagram, Twitter, and Facebook.
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