PERSONAL BRAND
PSYCHOLOGY OF BUYERS
A store salesperson comes up to you and asks, “Can I help you find anything?” How do you respond? Why do people respond that way if they know they want to buy something?
Prospects are initially resistant when contacted by a recruiter because they feel like they will be sold. When a recruiter takes a consultative approach, meaning if they take the time to learn more about the prospect to understand their perspective, they can quickly determine how to build TRUST with the prospect.
Once you have built some TRUST with the prospect, you have earned the right to ask questions to uncover the NEEDS and wants of the prospect. After you have discovered the needs of your prospect, it is time to HELP the prospect and PRESENT them with a solution. You will review the following stages of a sales process and better understand which recruiting activities fall under which part of the process:
- Building Trust
- Identifying Need
- Offering Help
- Presenting a Solution
PSYCHOLOGY OF CANDIDATES
