Situation:  A company is having difficulty finding the right sales candidates for the opportunity that they offer.  They have had good conversations with prospects, but once they present their offering the candidates reply that they’re not interested. How do they define their offer to attract good candidates? How do they adjust the conversation to produce better results? How do you define your sales offering?

Advice from the CEOs:

• This is the same conversation that you have with your biggest client prospects.
  • Good people have options. If you have not convinced yourself that you have a great opportunity, you will never convince them that your offer is better than other options.
  • You are selling YOU.
• Change early process.
  • Be sure that you are as passionate about your opportunity as you are about positioning your services with clients.
  • Divorce the conversation about the opportunity from the general screening interview.
• Here’s the process:
  • Your recruiter does not sell.
  • Just ask the recruiter to identify potential; not to initiate the sale.
  • Do this sale yourself.
• Aspects of the story – much of this is the same story that you present to your clients:
  • Your performance within your industry.
  • Strength of your people and brand name.
  • The quality of your clients.
  • The unique opportunity that the prospect has joining you at this stage of your business growth.

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