Impulses
"One of our top sales reps also has experience with college pro painters! He's doing really well..."
Jones effect
Huh, where are you calling from?
Ask a question for a question instead of start explaining: you applied for a sales consultant role with Inkeros? “yes I did” Great, I have a few qualifying questions about your application here, is this a good time to talk?
What are some uses of the Held/Hold button
1. If a candidate needs to be snoozed (available later, student, etc)
2. To help colour code your calendar effectively
ABC
Always be Closing
Doing this every SINGLE day before you log off will ensure you have the tools to increase your performance
"I only have 2 more interview slots left tomorrow, I can schedule you in for either 2:00 or 4:00 what works best for you?"
Sense of Urgency
Can you call me later, I can’t talk right now.
Take control & be indifferent: No problem. You have my number on your phone, give me a call back when you can talk for 5 minutes [usually they say oh 5 mins, I can talk now]
Why does the red clock appear next to the snoozed button?
To alert you that a candidates snoozed date has surpassed.
"Focus on the buyers, work on the tryers and forget the flyers"
You do this daily to make sure you control your prelim quality and effectively manage your resources
Handpick resumes
"To be honest, we've been getting a ton of applications and have been doing quite a few interviews all week. I don't have next week's schedule because I'm not sure if we're still doing interviews then."
Fear of Loss
I cannot start right away. I need to give 2-3 weeks of notice.
Even when qualifying, create a sense of urgency: we are looking to fill this role by coming Monday. Does the notice have to be 3 weeks or could be a week if we need it sooner [usually they say I can make it work but confirm...] ok so you can make this “specific date” work then? Great…
Three benefits for leaving notes on every candidate booked on Careerlister.
1. Give feedback to interviewer re: potential objections
2. Understand if there are correlations between obj. + no shows/cancellations
3. Helps continue to build relationships w/ candidates
"So you're saying you're looking for career growth - well that's exactly one of the perks of this company. When you meet with the manager tomorrow at 2:00 on zoom he'll cover that in more depth with you. This is the email to send the interview details right?"
Repeat, Reassure, Resume
You do this before making your calls to ensure you're calling the highest potential candidate resumes first
rate resumes so you can sort by star rating
Are you able to make it to orientation this Friday? If not unfortunately we will have to push back your training into the next week.
Fear of Loss
I need time to think about the role. I have other interviews.
Create fear of loss & sense of urgency: oh, no worries at all, when can you get back to me by? [usually they say 2-3 days] we do have other people in the pipeline but if you can get back to me by 12:00pm [1-3 hrs. time] I can hold it for you until then [in my experience they accept or get back asap]
Looking at your careerlister unscheduled page/box how would you know without opening the candidate profile which candidates need a final attempt email?
There is x2 contacted, and the SMS has a check mark in the candidates column.
K.I.S.S
You do this proactively to have a solid understanding your areas of opportunity
Review numbers on klip dashboard and/or stats tracker sheet before daily scrum calls
"Your resume looks like you have some transferrable skills to qualify however until we interview you further I won't be sure if it's a good fit. My job is to screen resumes, not offer the opportunity"
Indifference
Is it a 100% commission-based role, is it d2d?
Yes, it is [with confidence] [ask a question for a question] have you done commission before or I see you have done d2d before, how was that experience like? … [address their concern]
“I didn’t like knocking, training wasn’t great, commission is unstable” [link that concern with growth opportunity & skill development we offer] challenge and close
What is the proper protocol when you see a candidate is a duplicate
Go into History tab --> Check notes from previous file --> If candidate had contact/no contact make a note (uncheck times contacted) to update most recent profile
"Are you available for an interview?"
VS.
"you qualify for an interview, so my Manager is available at either 10am or 2pm tomorrow. Which works better for you?"
Assume the sale
Closing the loop