Most in recruitment understand the importance of finding the pain - unearthing the problem in their sales process. The clearer we are on the problem, the easier it is to showcase the value of the solution we provide.
Unfortunately most clients don't recognise their problems. Because, just like us, they only know what they know.
To increase your success at selling in recruitment the more familiar you are with the relationship between the holy trinity of success - problems, symptoms and implications the easier you'll find it to engage fully with your prospects.
