DOES RECRUITING COUNT AS SALES?
Many recruiters still don’t see themselves as salespeople, as Recruitment can be more challenging than a typical sales job. The truth is from developing business relationships with clients to sourcing candidates and finally presenting them to the clients, if you don’t master the basics of sales, you’re more likely to not achieve your KPIs.
The ever-evolving world of recruitment requires every recruiter to constantly look for new ways to achieve their goals. There are now countless new tools and best practises, as well as unique new challenges created by these unpredictable times.
The quickest way to elevate your skills and take the next steps in your career might be to look for another position or even relocate to another country to tap into different markets. However, while you’re in the process to decide what your next move will be, investing your time in reading books on recruiting will undoubtedly help you improve your knowledge and smash your targets.
BEST SALES BOOKS FOR RECRUITERS
We have compiled a list of best sales books for recruiters to read to help you gain a competitive edge in the overwhelming candidate acquisition process.
1. Spin Selling by Neil Rackham
SPIN Selling is a framework for sales conversations that is particularly useful for selling higher-priced products and services. Neil Rackham conducted a study that found the most effective salespeople ask four specific types of questions. SPIN is an acronym for these questions: situation, problem, implication, and need.
The main idea is that you must make customers understand that there is a need. To make them aware of this need, you have to ask the right questions, in the right order.
Why Recruiters should read it:
You can apply the SPIN method to understand the candidate's needs and develop a motivation for change so that you can better position your offer.
2. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzan
This book is focused on the 5 basic sales processes that can be managed to achieve desired business results and helps readers select the processes needed to achieve their own strategic goals.
It also provides examples of concrete tools and frameworks that sales managers can use and gives straightforward advice on how to change salespeople's behaviour while avoiding common pitfalls.
Why Recruiters should read it:
With so many data and tools out there, the challenging task is how to use them correctly. The authors share valuable advice on how to identify, manage and apply the right data – so that you can point your recruitment team's sales strategy in the right direction.
3. Never Split the Difference by Chris Voss
Chris is a former FBI hostage negotiator and offers a new, field-tested approach to negotiation. This book is taken from real life and reveals the 9 key principles to negotiate effectively in a variety of situations.
Why Recruiters should read it:
From presenting a candidate to negotiating a fee with your client, with this book you’ll learn techniques to master negotiation skills and always be on top of your recruitment game.
4. The Challenger Sale by Matthew Dixon and Brent Adamson
This book approaches the ever-changing world of sales and how you to navigate through them focusing on challenging your clients. The authors mention that instead of talking about your product or service, you should make it clear to the prospect that they have a serious problem that they need to address immediately.
Why Recruiters should read it:
In a candidate-driven market, understanding talent needs and building trustworthy relationships are the key to success for Recruiters – but this is not enough! To be ahead of your competitors, this book shows how you can challenge your candidates and clients take control of the sales conversation.
5. Predictable Prospecting by Marylou Tyler & Jeremey Donovan
You'll learn how to target and pursue ideal prospects, optimise outreach, continuously improve performance, and reach your revenue goals- quickly. The book also includes easy-to-use diagrams and email templates, and provides full online access to sample materials, worksheets and blueprints to add to your prospecting toolkit.
Why Recruiters should read it:
If you’re stuck asking yourself “How can I be a good sales recruiter?” The authors explain how to approach the most promising prospects, secure meetings and communicate effectively – everything a Recruiter needs to do on a daily basis, right?
INVESTING YOUR TIME IN RECRUITMENT BOOKS IT’S NEVER A WASTE OF TIME
If you want to keep up to date on how to deal with the shifts on the market, learn new strategies and stay ahead of the competition, books can be a great ally. The reading habit plays a very essential role in the life of every professional and digging into titles focused on sales, leadership, psychology, and recruitment itself will provide new perspectives and techniques that will save you time and money in the long run.
As a recruiter, what other recruitment book would you include among the must-reads when it comes to selling your market knowledge?
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