Challenge
Organizations don't implement technology for the sake of technology. They implement technical solutions to solve their critical business issues and achieve their desired business results. Too often sales people in the IT staffing industry don't understand this and come off as a transactional vendor simply seeking out pre-defined, budget approved job requirements ("I'm just checking in, do you have any needs?") As a result IT staffing sales professionals fail to gain credibility with decision makers resulting in missed opportunities.
Solution: Consultative Selling for IT Staffing
We teach IT staffing sales professionals how to build long-term relationships and differentiate from the competition. We teach them how to sell up the customer value chain by selling business results, not "skill sets," internal processes or features and benefits. More specifically, we teach sales professionals:
- What customers think about and how they think
- The difference between transactional & consultative selling
- How to build credibility & trust with executive stakeholders
- How to speak like a thought leader
- How to create demand with executives
- How to run a sales meeting with an executive
- "Current state" and "future state"
- The critical probing questions to ask to uncover your customer's critical business issues