I am David Gaines

We always hear our trainers say something to the degree of “puking on the prospect.” It’s also known as the scenario of disaster. It’s when you talk too much when recruiting a prospect.

There’s an understanding in sales that says, the one who asks the questions is the one who’s in control. If you find yourself answering more questions than you’re asking then you are losing control of the sale. But just asking questions isn’t enough. Questions have to be asked in a methodical and logical order to get the prospect to answer your questions in a way to lead them to confirm this is a worthy opportunity for them.

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Every now and again I’ll post something about sales. It’s skill set developed that pays my bills, so if I can help anyone else help pay their bills…

I’m gonna start off light, but introduce something pretty simple to execute, crucial to close a sale and devastatingly lethal when mastered so it becomes a natural habit. It’s such a ridiculously simple task to complete and has the potential to completely affect the direction of the interaction with a potential client.

Allow me to begin with a li’l story…

A research team was conducting an experiment on eye contact and its power. [No, the moral of the story is not going to be as simple as to just make eye contact. Well, maybe it is, but as you read why, you may understand a bit better the impact you can have on controlling the atmosphere of the engagement.]

So, these experts gathered a plethora of volunteers for the study…

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Recruiting follows the same principles of selling. The only way anyone is going to buy [or be recruited] is if they see value, as James Stephens mentioned in his training. But a lot of times recruiters don’t understand the meaning of value or misunderstand what sales is all about.

I’ve always trained my sales staff that the definition of sales is: Providing a solution for a client’s needs, wants and desires.

So, the biggest key to sales/recruiting is identifying that need, want and desire. In that order. Just because someone needs more money doesn’t mean they’ll go get it. Do you realize how many people complain about being underpaid and never look for better opportunities? Just because someone says they want a better job, or need a raise, or anything like that which would make working harder or smarter a no-brainer, people are not that smart. Needs are based off logic. There’s nothing sexy about doing something for the need of it. People would sacrifice providing for needs if they have to work harder for it or actually put any extra effort into it.

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