Chat with us, powered by LiveChat How Recruiters Can Conduct an Inspired Sale

How Recruiters Can Close an Inspired Sale

by | Feb 18, 2015 | Recruiter Training, Top Echelon Blog

Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast.  What’s the cause of these very different scenarios?

The Inspired Sale, one in which the buyer feels a compelling need to buy and buy from you, always has two components: trust and compulsion.  Without both of these, selling becomes a difficult, if not impossible task.

Without trust and compulsion, you experience Shields Up, the sales equivalent of the shields in spaceships in science fiction.  Buyers deploy 10 different shields to protect themselves from a sales pitch, especially when they don’t trust you nor feel a compelling need to buy from you, even when they have a need you can fulfill.

Trust must be built first before compulsion can move the conversation towards a mutually beneficial relationship where the needs of all parties are met.

If a buyer can benefit from what you do and trusts you, yet doesn’t feel an irresistible urge to buy, you have someone who is just going through the motions.  They feel good, you feel good, yet these good feelings are doing nothing to benefit either of you long term.  In order for a trusting buyer to gain the compulsion to buy, the salesperson must engage a collaborative dialogue where the buyer sells himself on buying and buying now.

You get a resistant buyer when they have a need to buy, but don’t trust you enough to buy from you and your company.  Time, energy, and effort to build trust are the next course of action.

Trust and healthy compulsions to buy are each, in and of themselves, valuable commodities.  In combination, they create an alchemy that produces golden results for everyone.

The task of every salesperson who wants to sell more is to ensure that both elements are part of every relationship.

— — —

Scott Wintrip, guest writer for the Top Echelon Recruiter Training Blog and president of the Wintrip Consulting Group (WCG), has helped thousands of companies across the globe increase revenue, improve profitability, expand market share, boost employee retention, and decrease labor intensity.  He has consulted for, coached, and educated more than 40,000 professionals, creating more than $1.2 billion in positive economic impact for his clients.  Click here to visit Wintrip’s website and learn more about his consulting services for recruiters.


More Articles of Interest