Monster.com

Search Engines:

1.            The smart & sharp engines help the consultants or recruiters to find the required candidates.  

2.            Famous Job Portals in India

(a)          Monster.com

(b)          Naukari.com

Monster.com

1.                 Monster is one of the most preferred Online Job Portal. It has the credit of being the first one.

The question can come in our minds, “Y Monster”

2.            Following 7 reasons will suggest us as to why it is one of the most preferred names:-

(a)         With world becoming a global village, e-recruitments is most preferred way of recruitment. Monster understands e-recruitments, because it has the credit to discover and use this concept. Besides :-

(i)           It is one of the best globally acknowledged job sites. 

(ii)          It started in the year 1994. A pioneer in e-recruitment space-454^th   commercial website in the world.

(iii)        Trust of over 50 million resumes across the globe.

(iv)        More than 1, 00,000 clients, which includes 95% of Fortune 500 companies.

(v)         More than 8, 00,000 job opportunities.

(b)         Size does matter: Monsterindia in Numbers:

(i)           9.8 million Registered users.

(ii)          Close to 5,00,000 resumes a month.

(iii)        More than 25,000 recruiters.

(iv)        Over 2, 00,000 jobs on site.

(c)         Monster giving tough competition to the other job portals.

(d)         Monster’s revolutionary Technology makes search easy.

(e)         Magic  Search makes it easy-it’s just like Google search engine, just type the requirement in the given search box and the  required CVs  will come in front of you. It’s one of the easiest ways to search the CVs. This is depicted in Fig 2 below:-

Power Search 

(a)          Monster India is the most marketed brand in the e-recruitment category.

(i)            Monster‘s new TV commercial was launched in April 2006 on all major TV networks.

(ii)          Monster’s budget on TV is much bigger than some of the most advertised consumer brands.

(iii)         Online marketing on 24X7X365.

(iv)         Print alliances with some of the biggest publications of the country.

(v)          Direct mailers to the database of millions of job seekers every month.

(vi)         All marketing done with only one reason-to get more and more quality job seekers on the site. For you.

(b)           Monster markets its brands across mediums.

Note:          Monster advertising is proving to be one of the most popular on TV, ensuring high brand recall and very effective traffic results.

Working Of Job Portal

General Introduction

1.           Recruitment refers to the process of screening, and selecting qualified people for a job at an organization or firm, or for a vacancy in a volunteer-based some components of the recruitment process, mid- and large-size organizations and companies often retain professional recruiters or outsource some of the process to recruitment agencies. External recruitment is the process of attracting and selecting employees from outside the organization.

Job portals

2.            Job Portals are websites from where the recruiters get the required CVs of the candidates of for their companies. Such Sites have 2 main features:

(a)          Job Board: It allows member companies to post their job vacancies.

(b)          CV Upload Database: Here Candidates or Job Seekers upload their CVs.

Working of Job Portals

3.            A member company posts their ad on job portal sites.  After viewing ad the job seeker applies for that job by uploading his CV in the database. The member company using in built filters of Resume data base access checks if candidate is suitable for the applied job or not.  In case he/she is meeting the required eligibility criteria, the ibid CV is sent to the company which had issued the ad.  In case he/she does not meet the eligibility criteria, then it sent back to the site marked Rejected. It is schematically shown in the Figure -1.

 

Fig-1

Sales & Cold Calling

Important points that a sales person must keep in his mind are as follows:

1.     ABC (Always be closing):

Salesmen must have the zeal of always be closure. If he goes out with this attitude for each and every sales leads of his pipe line then the percentages of his sales closure will definitely increased. Right attitude at right time is very important in sales cycle. You can not sound like beggars, remember that you’re here for business and business doesn’t happen on begging. Your are business associate who are here to help them out in their business and your designation is not less then them, so whenever you work with client go with the attitude that you must get the deal. No doubts and question marks must be their in your mind. Once you face your clients with such an impression, it will reflect your professionalism and dedication towards your work, it will show that you focus is 100% at your work and not here to waste his and yours time. This confidence will always help you in becoming successful salesmen.

2.     A sales person must be S.M.A.R.T i.e.  Self-Monitoring, Analysis, and Reporting Technology.

Cold Calling & Salesmen

There is a strange relation between salesmen and cold leads. Often sales men avoid working on cold leads, as they think that they are waste leads and to generate sales with such leads is very difficult and waste of time. They often forget that most of the business relies or depends on such leads. These clients are ready to buy your products, all they ask if a proper approach towards them.

The process of calling or working on cold/dead leads and converting them into warm or hot leads is called as cold calling.

Here are few reasons why salesmen hate cold calling:

·        “I don’t like rejections”

·        I don’t want to come across that I am desperate for business.

·        I don’t want to sound like telemarketer.

·        I don’t like to interrupt people at work.

·        I don’t know what to say.

These all some of the excuses a sales person may have before going on cold calling. I must say if you have an attitude of this kind a sale will never happen. To get a sale you need to have zeal to have it. “Only a hungry man can have food, a person who already had food will not be able to have it even if the dishes are from the list of his favorites.”  In similar way if you are hungry for some sale then only you will be able to get it else no matter what you do the sales is not coming in. the attitude, “I want this sale and I must get it “ , will  help you in cracking such dead leads.

A sales men hate cold-calling because:

1.     Cold calling ask for hard work. (But I guess sales men get paid for this only.)

2.     The need and desire for instant gratification.: I believe there are two types of people :

·        People who are waiting for rewards

·        People who wants their rewards now even though the pay off may be higher if they wait.

Well sales men makes many cold calls , sometimes such cases irritates them and sometimes they do get frustrated, but they don’t understand the more they call the more they come close to their cold clients. Every “no” is always “no”, the dedication and hard work make such “nos” to “yes”. You need to understand that most of the cold clients says no just because they want to say no & there is nothing wrong with your approach, so don’t get frustrated , the more number of cold calls you make the more you will improve in your sales skills. Slowly and steadily you will come close to your close to your cold clients and once you establish an relation with them it will be very easy for you to sell your product to them.  All you have to do is make as much as cold calls you can and always calculate your ratings, buy this you will also understand where you are going wrong. This will allow you to be innovative as you will try to implement new sales techniques & strategies and if they click you can apply on other of your warm or hot leads.

Let me summarize the sales process:

1.     Make an appointment with yourself for 1 hour/day.

2.     Make as many calls as possible during that hour.

3.     Create a Master list (generating a warm pipe line).

4.     Make your calls brief.

5.     Work without interruption.

6.     Call during prime time.

7.     Don’t quit.

Keep these points in mind. These points will increase the probability for getting sales.

“Note: Remember,”Selling cannot be taught or it cannot be learnt, you can sell something only when want to sell it.” want are desires are  strongest weapons and if you have them you can get whatever you want.”

How to loose a sale

Costly mistakes by salesmen: some times a small mistakes can spoil a deal. We can group such mistakes in 6 groups. If we keep these mistakes in our mind the probability of loosing a sale will be reduced.  These are mistakes are as follows:

1)    Prospecting Mistakes:

Ø Time management: Not giving much time to your new clients. If you will not spend ample amount of time with your clients how will you understand them and close a deal with them.

Ø  Wrong judgment: talking to wrong person thinking him as decision maker.

Ø Not giving proper Attention, Desire, and Interest & Actions to your prospects, this often results in loosing your clients.

Note : thinking that your client don’t have interest in your product and allowing them to go away from you is one of the biggest mistake a sales person can ever make.

2)    Telephone mistakes:

Ø Not leaving your contact details behind. If you will not leave your contact details behind then how will your clients will get back to you?

Ø Speaking so fast that the listeners fails to understand what exactly you want to convey. Such attitude often looses the interest of the decision makers as they fail to understand what exactly is conveyed to him and what is to be done with such a call.

Ø Every one is very particular for their names and if they are not pronounced properly it will give wrong impression and you can loose the deal.

3)    Crawling mistake: These are the mistakes which are made by the sales person at very 1^st step of sales leads.

Ø Punctuality: Time plays a key role here. Being late in your sales meeting or sales call can be the result of sales failure at it’s very first stage.

Ø Wrong way to open your sales call:  You can loose a sales deal if you start your sales call with a lengthy explanations regarding your company and product lines. As discussed earlier your prospect is not all interested in what you are or what your company is about, they don’t have time for this, all they want is what you have for them.

Ø Not listening to your clients properly. By doing this your clients will feel neglected and will think that it’s nothing but just another sales call & they will ignore you and your calls.

4)                                                                      Presentation Mistakes : 

Ø Product value: failed to explain the value of your product and its importance to your clients resulting in sales drop. Also sometimes sales person don’t present their product in-front of every client thinking that they won’t buy product from them. This is one big mistake they do by letting your clients go away from you.

Ø Risk Management: you must always hide the risk factors, specially from the new clients. You must always show benefits which they can get from you not the drawbacks else due to these drawbacks you can loose your deals.

Ø A.I.D.A. failure: Not able to draw attention of your clients towards your presentations, due to this client looses interests towards you and your products and once interest is gone the desire to purchase your product & services automatically dies. And once your failed in this, there is no action possible as the client will say,”Sorry, I am not interested”.

5).              Objection mistakes:

Ø Taking objectives at face value.

Ø Defensive attitude towards objections.

Ø Not giving much time to understand the client’s main objection.

Ø Thinking that price related objections are always related to prices and due to this neglecting the objection due to which these price related objections are coming in their ways.

6).     Closing mistakes :

Ø  Lack of commitments for sales.

Ø  Not asking the prospects for their business, after all you are here to do some business with and pull some sales out of them. So, after doing everything you don’t ask for business from them then how will you get a sale from them.

Ask-Shut Up-Listen

Ask a question from your client and then shut-up and listen to your client even if you know the answer. Listen carefully what your client says and take it as the feedback & that’s how you get your closures. Here I will tell you few of the high valued questions that can help you in getting sales closed successfully.

After you have given your presentation to your client, ask,”Are you with me so far?” you can also ask, “How does that sound?” or “Do you see what I mean?”& “Does that make sense?”

Once you give them a benefit which they can use asks,” How will you use it?” “, could you use that”, “would that work for you”, or” would that be of benefit in your situation”

Again listen to your client and ask,” Do you have any questions so far?”

Trial closes are always good-“does this seems to be kind of solutions you are looking for? Or “How is this sounding so far?” or with a smile in your voice, “Am I getting close to having a new client yet?”

It sounds like you are chasing your client but it will surely help you break the ice and will get your prospect to lower his/her guard.

Once you are done with your presentation, always ask,” What I haven’t covered yet that is important to you?”

This is one of the best ways to end your presentation! If they say that they don’t have any questions to be asked, then you can ask for sales closures. If they have any questions answer them and after satisfying them, ask for closures.

The moral of the story is ask, shut-up & listen

Negotiation

As a sales person you might have herd this question many times,”What’s your best price”.  Now, to grab the sale quickly some sales people drop their prices and give them good discounts that are wrong because of the following:

(a) Firstly by selling your product & services at lower price you are reducing the profit margin for your company. Image the happiness of you and your manager if you are able to sell the product at price which is more then the MRP price of the product and services.

(b) Secondly, if you quote huge discounts to your clients easily he may think that he can further negotiate from you and then can compare it with your competitors. In this case 99% chances are their to loose the deal as at this time the client will get to stuck on a price which you will not be able to provide and you will loose a very good deal. So you must not give discounts very quickly. Use discounts only when you think they are required & discounts must be given in such a way that their must be enough room for further negotiations.

(c)   For getting deals with good profit ranges a salesmen must do following things:

Ø Maintain eye to eye contact with your clients with a smile on your face. When he asks the best price from you then always quotes 20% extra from the original price. This will show your confidence and will give an impression to your client that you have correctly quoted the price

Ø On Sales Call: If you are talking to your client then talk to him with full confidence as your voice will be representing your personality to him. Your voice must be aggressive and must be showing zeal that you are here to help him and solve his business problems. Your sales talks must be so impressive that the decision maker is bound to listen them. 

Why the decision makers don’t talk you

It’s very simple, they don’t have time to listen sales stories and not at all interested in what you are and what your company deals with. All they want is how their business problems can be solved. Most of the sales people fail to understand that and keeps giving excuses that the decision makers are not listening to you. If they are not willing to listen you, you make them listen to you as you are here to help him.  You should be contacting them with full preparations and must posses some things which will hold them to listen to you and call you by themselves only for buying solutions from you.