Jim Bitterle, Managing Partner of EDSI Consulting, was invited by Tom Borg Consulting to talk talent! Tune in to this podcast recording to learn more about EDSI and how to develop talent in your organization.
Selling, to me, means presenting your product or service in the best possible light. It means presenting the features and benefits of the product or service as it relates to the needs, wants and values of the potential customer or client. I learned, long ago, when people are considering purchasing or buying into a product or service, everyone listens to the radio station WIFM which translated reads; What’s In It For Me? Before anyone makes a commitment, they ask themselves consciously or subconsciously that key question.
Let’s start first by selling the EARN program on the “inside.” By inside, I mean selling to our clients who are sent to EARN by their county case managers as part of the client’s agreement for receiving benefits like cash assistance, food stamps, child care and other resources from their county.
Recently, I was researching different Customer Relationship Management (CRM) software systems. At one point, while making the comparisons, I just shook my head thinking customer relationship management is not software, it is a philosophy. Sure, CRM software can be a good tool, but that is all it is, a tool.
I think the key word in this philosophy is “relationship” and I can promise you, no software system out there develops relationships; people develop relationships. Developing business relationships is not much different than developing personal relationships. It takes time, trust and respect to build any kind of relationship. Once you have this mindset, I think the rest comes easy.
“Rapport is the ability to enter someone else’s world, to make him feel that you understand him, that you have a strong common bond.” - Tony Robbins, Author and Motivational Speaker
Building relationships with another person is all about connecting with him or her and creating a sense of trust and understanding. According to some research, we have only 7 seconds to make a good first impression! It is absolutely essential for us to build solid connections with our clients, and this relationship building starts the first time we meet.
When I began my career as a Job Developer with EDSI, I would conduct an initial interview with clients. I would ask questions about clients’ living situation, their children and partners, the kinds of jobs they had in the past and what they wanted to accomplish. The interview gave me some important facts, but I realized something was missing. I wanted to go a bit deeper, I needed to better understand their passions, hopes and dreams when it came to finding, obtaining and keeping a job.
Founded in 1979, EDSI is a national leader in workforce development, customized training and consulting.
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