Not Disabilities Josh Welhener Greene County Board of Developmental Disabilities Assessing Selling Solving Sales June 21 2016 Please leave your dogooder mindset at the door We are all in this business because we like to help people ID: 537072
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Slide1
Selling Labor Solutions - Not Disabilities
Josh WelhenerGreene County Board ofDevelopmental Disabilities
Assessing
Selling
Solving
Sales
June
21
, 2016Slide2
Please leave your “do-gooder” mindset at the door!
We are all in this business because we like to help people.The language of the non-profit/social services/ government agencies sectors needs to go.
Person centered planning is good, but not when you are crafting a sales message.
Just for the moment we will enter the business world.Slide3
A clarification of terms
Customer: Anyone that makes the hiring decisions. Mainly business owners and managers.Product: Labor. We are selling labor. We are not selling people or disabilities.
Features:
Attributes of your product that solve the customer’s problem.Pain Points: Areas where your customer’s business is suffering.Slide4
As Seen on TVSlide5
Three Basic Steps to Marketing Labor Solutions
Selling
What problem can you solve
for your customer?
Assessing
Selling
Solving
Sales
Assessing the Needs of Your Customer
Solving your Customer’s Problems
Feature Overview
Selling
Your Solution
Converting Features to BenefitsSlide6
Assessing the Needs of Your Customer
Most often skipped step in our industry
We focus on our own need: placements
Learn your customer’s “pain points”Find out if or how your product can help
Assessing
Selling
Solving
SalesSlide7
Solving Your Customer’s Problems
What is our product? Labor, Labor, Labor
How is our labor different?
What are the features of our product? A. Attendance B. Work Ethic C. Productivity D. Tenure E. Public Perception
Assessing
Selling
Solving
SalesSlide8
Selling Your Product and Closing the Deal
Product features must be converted into overt benefits.
Overt Benefit = How will product features impact the bottom line?
This is the language businesses speak.Convince your customer and you will close the deal!
Assessing
Selling
Solving
SalesSlide9
Don’t be a wolf in sheep’s clothing
Don’t be a wolf in sheep’s clothing.
Don’t try to “trick” businesses by using the right buzz words.
Businesses can sense our motives.Make your motive solving their problem and they will listen.