A Consultative Sales Approach – Becoming a True Partner!
Posted by Eddie Diedrick |
07 June 2017
Eddie Diedrick, TransTechs Account Manager, gives us a glimpse of how TransTechs partners with our customers and creates positive impact on not only our customers but our technicians as well. Read on about Eddie’s powerful partnering strategy.
How do we become a true partner?
The scenario changes when sales executives and account managers move our position from “across the table”, selling features and benefits, to “sitting beside” our customers. Together we are developing solutions that help achieve SUCCESS! This consultative approach builds partnerships that continue to add value and help solidify long- term relationships.
Over the years along with the support of our experienced TransTechs recruiting team I have been able to build a true partnership with our clients. Working together in discovery, relating, supporting, and advocating makes me feel like a part of their internal team, my role being their dedicated account manager. My clients don’t simply call me with an open position/requisition, they reach out to leverage our recruiting expertise, consulting support and guiding to assist in creating a recruiting game plan.
A great example:
-Palmer Johnson Power Systems- “We are looking to possibly add a Senior Field Technician to Midland, Texas. Before we start the process, we’d like to research the area. Can you offer me any ideas or resources to give me information on pay scales and candidate availability in that area?”
That is a question from a partner!
Utilizing some of the advanced resources we have at our disposal. I was able to respond with some great salary and geographic data. This helped the client determine they should relocate one of their current employees to the Midland satellite office before attempting to hire more mechanics or starting a search for candidates in this particular market. As a result of this research and discussion, the HR director instead opened another position in Wisconsin for our team to fill!
It’s a very rewarding feeling when our customers count on us for insight and our expertise when it comes to staffing and recruiting maintenance technicians. The consultative sales approach is very powerful and is something we attempt to exemplify in daily interactions with customers and technicians. As I mentioned before, using this approach will ultimately being to feel like you’re a part of your customers’ internal team. This opens doors, builds relationships, and creates trust, credibility and finally successes. Becoming a true partner moves the needle, bridges the gaps and truly differentiates TransTechs from any other staffing companies.
The key is to put the customer’s needs first and to position yourself as a resource!