Top Sales Performers vs Traditional Blog Feature
Dan Fisher

By: Dan Fisher on July 2nd, 2012

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Top Sales Performers vs Traditional "Old School" Sellers

leadership | Prospecting

It's all about making a difference.  Sounds cliché but it's true.  Traditional sales reps in the IT staffing industry make getting the job order and landing the meeting their priority.  Not only does this approach create resistance with every client interaction but it's self-serving and your client's know it.

How Top Performers Approach Sales

Today's top selling IT staffing sales professionals focus on making an impact with their clients by helping them solve their critical business issues.  They see themselves as change agents focused on uncovering the client's current state and their desired future state.  They focus their time and energy on helping their client's meet their goals. They research their problems and potential solutions and present their findings to their clients.

How Traditional, "Old School" Sellers Sell

Traditional sellers, like the cheesy sales guy below, focus on their personal, sefl serving agenda;   They seek out "pre-defined, budget traditional sellerapproved job orders," and other items that meet their personal needs such as a sales meeting.  These are the folks who go to the job boards, and client web sites seeking open job orders. Their goal is to land a meeting and not talk about relative business issues but instead "wow" the clent with their superior rapport building skills and their "unique" recruiting services and methodology.  If that doesn't work then they push for an open job order to work on.  In essence, their goal is simply to be an order fulfillment house. An order taker.

How Top Performers Approach Sales

Top performing IT staffing sales professionals focus on selling to the functional business lines of a organization to better understand their goals and objectives.  They do this because they know these are the real customers.  These top sales performers are able to connect the dots between the results the client seeks and the results their IT consultants can deliver.

How Traditional, "Old School" Sellers Sell

Traditional IT staffing sales professionals focus on communicating the value of their service offering.  They love to rattle off their broadcast message-the features, benefits and advantages of their service offerings.  They love power point presentations and dropping of marketing brochures and other swag.  

Traditional "old-School" sellers think their customers evaluate and select vendors based on their service offerings and their unique features and benefits.  These sales people typically sell on price and usually drop their price (or keep it low in the first place) to remain competitive with other suppliers.  Perhaps they do this subconsciously because they know there is no real value in their offering?

How Top Performers Approach Sales

Top IT staffing sales professionals differentiate themselves in the way in whcih they sell.  They position themselves as a subject matter experts where that client seeks them out for guidance, expertise and advice.  They ask thought provoking questions of their clients, challenge the status quo, influence their thought process, expand their thinking and scope of possibilities, bring fresh ideas and insight to their client meetingsand spend hours researching their client's business.  And it all starts by getting outside of their comfort zone.  Most of what they do is NOT in their job description.

Early Adopter or Laggard?

sales inflection_point.jpegWe have reached a new inflection point within the sales profession.  Are you aware of it?  Do you understand how this impacts you and your career?  Most importantly, are you willing to commit to the necessary change?  Early adopters will thrive and laggards will die.

When I first recognized this paradigm shift in sales and how buyer behavior was evolving I became very excited.  Heck, I'm as pumped today as I ever was! Why?  Because selling in this new paradigm is a heck of lot more fun and interesting.  When you sell in this capacity you're more like a business consultant, helping your clients improve their overall operations.  Aren't you sick of fighting commodotization and pricing wars with your competitors? When you recognize and understand this new sales paradigm you realize you no longer have to fight those battles. There truly is way to differentiate yourself, even in a market as competitive as IT staffing. 

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About Dan Fisher

Dan Fisher is founder and owner of Menemsha Group, a provider of sales enablement solutions dedicated to helping IT staffing firms improve win rates, shorten their sales cycle, and increase revenue per sales rep. Since launching Menemsha Group in 2008, Dan has consulted with over 200 IT staffing firms and has invested over 5000 hours coaching IT staffing sales reps. He’s authored is his own proprietary sales methodology and has previously spoken at Staffing World, TechServe Alliance and Bullhorn Live 2012. Prior to launching Menemsha Group, Dan spent 16 years in the IT industry running local, regional and national sales teams. Dan worked for Kelly Services, Oracle Corporation and Alliance Consulting. Dan currently resides in Boston, Ma.

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