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This is an interesting exercise that checks your thoughts on your company’s Sustainable Competitive Advantage and how the customer may view the same features through their eyes.

Beware the cognitive bias in your thoughts. Your opinions do not count. Just because you like it, doesn’t mean that the customer likes it.

To begin. Imagine you want to grow your business and present your company to new suspects who may or may not have a relationship with your competition.

Create a list of 8 features that make your company special. (Relationships don’t count because you don’t have a relationship with a new business prospect).

Move the mouse over any number on the vertical axis and select a number that you fairly believe represents this feature’s value to the customer. See the selection through the customer’s eyes.

Move the mouse horizontally until you decide your ability to beat your competition and win new business.

Where the two axes meet select the square and click the mouse to register your selection.

Repeat the exercise for all 8 features, then print the result.

Now click X500 Club and view the 8 features of membership as if all the unique points were part of your presentation.

Repeat the same exercise and compare with and without membership.

Please enjoy.

Move the mouse over each to view the 8 Key Success Factors listed.

Once you have read the information in each pop-up, see yourself as a SalesXtra 500 Club member.

Each key success factor is measured in the matrix above with the twin axes of Value to your Customer (vertical axis) and Ability to Beat the Competition. (horizontal axis).

To produce a rating for each key success factor, click on each axis and a detailed explanation of the rating will be displayed.

Place the mouse in the matrix and select the most appropriate number for each axis.

When you have made your selections, click the mouse in the square where these two axes meet to register your selection.

Repeat the exercise for all 8 features, then print the result.

The factors recorded in the upper right-hand quadrant, are classified as unique selling points, and help to form your “Blue Ocean” presentation.

The greater the number of unique selling points identified and accepted by the customer, then the more opportunities there will be to develop a Sustainable Competitive Edge.

10: Provides for substantial benefit in the entire recruitment process.

9: Provides for substantial benefit in one part of the recruitment process.

8: Solves an immediate problem.

7: Proven system. Superior to other options.

6: Provides for improvement in building a high-performance sales team.

5: Provides for minor improvement in the recruitment process.

4: Provides no real tangible improvement in the recruitment process. (Does not require change)

3: Provides no real tangible improvement in the recruitment process. (Requires change to status quo)

2: Competing against established incumbent with a better solution.

1: Solution does not solve any issues.

10: Totally superior to your competitors. Customer has stated that you have a unique competitive edge.

9: Very much superior to competitors. Customer has stated direct needs for your solution.

8: Clearly exceeds competitor solution.

7: Identifiable competitive edge.

6: Some discernible competitive advantage.

5: No apparent competitive advantage.

4: Little opportunity to compete effectively.

3: Competitor(s) have identifiable competitive advantage.

2: Little, or no, ability to compete.

1: Competitor very much superior.

We know Recruiters develop special relationships & trust with their customers and it’s in both parties interest to work collaboratively.

The downside to this, is so does every recruiter.

Where the relationship strong, most recruiters say that it’s exceedingly difficult to break-in and develop new accounts purely because the customer sees recruitment as a commodity. And if the prospect has never used a recruiter previously, then there is a wall of resistance from price to “I can do this better myself”.

The SalesXtra 500 club takes our members from swimming in the “Me Too” Red Ocean amongst all the Sharks, to the peace and tranquillity of the Blue Ocean with 5 unique sales tools:

• Virtual Interviewer
• Assessment Centre
• eLearning (Fast Track & Long-Term Development)
• Video Marketing
• Measure Progress Sales Tools

Question: How do you differentiate yourself from your major competitors?

Let’s talk for a moment about the candidate guarantee. It may not happen overly often, but when a salesperson doesn’t make the grade, or suddenly quits before the guarantee period is complete, it’s incredibly frustrating.

All the work put into securing the placement has now gone, and now a new improved version has to be found quickly that you don’t get paid for. Plus, the relationship is now at risk if you don’t perform at your best.

If the person is selected correctly and has the appropriate coaching, then the guarantee period should be easily achieved. Unfortunately, great coaches are hard to find and the time and willingness to coach are even scarcer. Research shows that inevitably it’s poor selling skills (the inability to achieve the desired outcome), that causes salespeople to quit or have their future freed up for them

Every one of our 500 club members can supply a complete suite of sales training programs to all candidates for 12 months.

• SalesXtra “Fast Track” program helps Salespeople to breeze through the guarantee period.
• 50 eLearning modules in 5 sections (10 modules per section)
  • New Business Prospecting
  • Tactical Probing Skills
  • PRISM Solution Selling
  • Selling Through the Eyes of the Buyer
  • Negotiating For Profit
• User-friendly performance appraisal system.

Follow the system and Salespeople will Obtain, Maintain and Develop high-quality business BETTER than any of their competitors.

There is a small set up fee and then SalesXtra handles it all from there.

Question: How frustrating is it when you have to replace a quality candidate?

Here’s a reality check. We all have about 8 hours in a day to talk to customers. Admin and resume checking etc, can all be done out of hours; but we can only speak with customers when they are available. Every busy recruiter suffers this way, typically resulting in a 12 hour day.

The bottlenecks created by repeatedly contacting your customers can lead to a loss of quality candidates and swallows a huge amount of productive time.

500 Club members have open access to a brilliant, innovative, and simple to use, Virtual interviewer.

Pre-interviewing eliminates the time wasted meeting unqualified applicants. The automatic rejection (candidate friendly) process gives you back even more time.

Experience has taught us that the only push back to using the virtual interviewer comes almost certainly from those unqualified applicants.

Once the candidate has completed the interview, and the recruiter is happy with their discussions, instead of sending the applicant off for a face-to-face visit the video and accompanying information is sent direct to the customer to view at their leisure.

The customer then decides who they want on their short list.

A special rating system allows the decision maker to rate each video and share with other stakeholders for their input.

The result is a happy customer, satisfied candidate because they can be shown to multiple prospective employers without leaving their workplace and of course, the recruiter has a big chunk of the day returned.

Question: What do you find is the biggest draw on your time?

What the chart above tells us, is that only 3% of organisations are actively seeking to solve issues and recruit new salespeople. It also tells us, 13% + 34% could be open to recruiting if the right opportunity presented itself.

Consider this situation. You have successfully filled a position but you still have a number of readily placeable candidates. At the touch of a button, you will be able to present these candidates, in video, to the 47% of prospects who know they have an issue but haven’t been presented with a solution.

Consider how many of your customers have said something similar to, “I will always look at the right person”; as a member of the 500 Club you have access to an intelligent tool that selects candidates video and sends their video and profile to your selected clients.

Imagine 10 clients, who are not currently active, seeing your candidates video and profile at the touch of a button. What would that do for your productivity and profitability?

Question: What are your challenges in retaining high-quality applicants?

Digital marketing is no longer an optional extra for any business

Your prospects are busier today than they’ve ever been and it’s not just the traditional gatekeepers that stall your approach. Technology has taken full control, and the telephone - so long the traditional approach - no longer supplies the access you need to build a relationship.

Too many businesses today outsource their marketing process to the sales team and tell them to drum up business or get out there and cold call.

In today's market, cold calling is the most ineffective lead generation tool; and the it's the quickest way to lose high-performing salespeople.

You invest in your salespeople to do a specific job; to convert opportunities into sales.

You invest in marketing strategies to create the opportunities for the salespeople.

Today's salespeople have neither the time nor willingness to focus on lead generation, prospecting and converting sales opportunities. One or the other ALWAYS suffers; and it’s inevitably new business prospecting.

500 Membership provides our members with a sophisticated video marketing system to build relationships and establish their recruiters with a “Key Person of Influence” to new business prospects.

Video helps you to truly connect with your prospects and clients.

Video humanises your approach and let’s your prospect “feel” your approach, enjoy your smile, and trust your body language.

You can’t do that in an email.

Video is opened 68% more than email and has 10x the message recall.

V Marketing’s special method of playing the video when it hits the in box attracts attention and curiosity - especially if you add the person’s name to the first few frames of the video.

V Marketing puts you back into your sales process, and gets you face to face with the people who matter most!

Question: What is the feedback from your recruiters on their new business marketing?

Recruiting potential staff members with the correct aptitude, attitude, and competency to meet the organization’s objectives is the first, and most important, step in building a high-performance workforce.

It’s why your customer comes to you for help!

They understand that it’s essential to know precisely the attributes, motivational drives and core competencies that accurately predict high-performance in their unique industry.

SalesXtra 500 Club members have open access to 7 amazing instruments specifically designed to help your customers build high performance sales teams.

Click the picture to download a 31-page eBook describing each profile.

Question: Apart from the trusting relationship, what locks your customer to you?

This is what your customer hears when recruiters try to obtain their business without a sustainable competitive advantage that adds value to their business.

Why would anyone change a trusting relationship for an unknown ME TOO?

Recruiters, without an obvious added value concept, hear these words all too frequently:

“We’ve already got a good relationship with a recruiter”

“We’re happy with our current supplier”

“Recruiters are too expensive; I can do this myself”

“I’ll call you if I need anything”

Rejection. No-one likes it, but all recruiters without an innovative approach, experience it.

Now, imagine being able to engage the Primary Decision Maker by providing amazing added value; all without you doing any of the work, other than your normal prospecting.

As a 500 Club Member, we will work with you in a joint venture, to capture your top 100 prospects.

SalesXtra will supply up to 10 Selling Skills Profiles to each prospect and provide full reports and accurate averages of their team.

We will do it all for you, and help you build your brand as the “GO TO” team for TOP DOG Salespeople.

Question: What do you do for the customer beyond recruiting?

Low competency always leads to low productivity, low profitability, and ultimately to high staff turnover.

It’s generally accepted that 85% of problems experienced daily by salespeople are caused by the sales behaviours employed.

If we accept this as being true, then it must also be true to say:

“by focusing on improving the quality of the sales behaviours, the effectiveness of the sales process is automatically improved”.

When the effectiveness of the sales process is improved, the volume and rewards from the same amount of effort are automatically improved.

SalesXtra 500 Membership provides you with open access to the world’s No 1 Sales development system.

You will receive all the tools, strategies, and systems you will ever need to build a build high- performance sales team and develop a culture of winning on purpose.

SalesXtra takes your sales team through the 4 stages to becoming a Top Dog Salesperson.

(See SalesXtra home page for more details)

The emphasis will never again be the outdated “Me Too” approach; it will be totally focused on the added value of your unique solution.

Stimulating, sophisticated, challenging, highly interactive audio and video workshops will excite and delight even the most experienced salespeople and focus your team to:

Obtain, Maintain and Develop high-quality business BETTER than any of your competitors.

Question: What is your current system to coach all staff to Top Dog status?