ACME INC:“We don't want to spend any money, we already have a solution.”
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Background & Initial Conversations
Company Background
Lead Generation: From list of top companies in Spain
Initial Contact: Multiple contacts made (Secretary, Office Manager, Head of Hospitality) before getting a meaningful response.
Initial Feedback: Not interested, satisfied with existing provider, and internal hiring practices.
Follow-up & Breakthrough
Persistent Follow-up: Reached out months later to update on new features; received positive but noncommittal feedback.
Global Presence: Emphasized our global presence and ability to simplify their processes.
Breakthrough: A contact from France showed interest, seeking a actionable approach to update their hiring practices since they were getting the same kind of candidates.
Strategic Questions & Customer Engagement
Key Questions Asked
Current Hiring Practices: How is the acquisition of new team members managed today?
Candidate evaluations: How are candidates evaluations handled? And who has the final say.
Global Solutions: Would a single global provider that can solve all needs with one invoice be beneficial? If so, do you know in which countries they might need us more than you do today. Discussion with FR came out of this.
Objection Handling
Acceptance & Inquiry: Accepted objections without losing confidence, asked questions to understand current systems and potential needs. Try not to fall into the trap of sounding like a “door salesperson”.