TECHNIQUES FOR EMPLOYEE SCREENING SERVICES
Introduction and Overview Te employee screening industry provides information that is essential to employers in making decisions regarding employees and the health, safety, and security of their work environment. Tere are many nuances to the market segment characteristics and individual needs of these businesses as well as various regulations and requirements. Traditional sales interactions with these clients do not foster an environment that leads to the development of the types of comprehensive solutions that best support these programs. Since many services may be considered commodities, the best way to gain competitive advantage may be through your sales process and the techniques you use to engage your clients. Do you have a sales strategy and a process that will help you to achieve this objective? Selling in our industry and in
many others is becoming a lost art. It is generally not a formal process based on principles that are practiced through personal interaction between seller and all pertinent participants. Sales has been reduced to a transaction that primarily occurs electronically without person to person collaboration. In the absence of a sales decision-making process, selling consists simply of a presentation of information, pricing proposal, negotiation, and agreement. Tis approach will close some of the accounts some of the time but may remain vulnerable to competition, pricing, and client retention. In addition, there can be a loss in revenue and profits.
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