[Stage] Rochelle Carrington - Stop Chasing Prospects: Mastering Staffing Sales

Jan 20, 2025

Rochelle Carrington, CEO of Emotional Intelligence Blueprinting, shares her over 30 years of coaching experience to help professionals excel in staffing sales. She emphasizes the vital shift from chasing prospects to guiding them decisively. Key topics include building a strong sales mindset, the importance of understanding prospects, and integrating marketing with sales strategies. Rochelle also discusses the role of effective communication and emotional intelligence in nurturing client relationships, along with the significance of humor and ongoing learning in achieving success.

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ADVICE

Stop Chasing, Start Attracting

Adopt the belief that chasing prospects is ineffective and inefficient for both parties.
Focus on having the right mindset and techniques to attract prospects instead of chasing them.

INSIGHT

Equal Business Stature

View prospects as equals, regardless of their financial or professional status.
Recognize that having something beneficial to offer makes you peers, not subordinates.

ADVICE

Guide, Don't Push

Guide prospects towards making a decision, whether yes or no, to maximize efficiency.
Determine the likely decision and guide the prospect to make a decision instead of push.

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How can staffing professionals stop chasing prospects and start closing more job orders? In this episode of Take the Stage, presented by Haley Marketing, Brad Bialy and Rochelle Carrington tackle this critical question, sharing strategies for adopting the right sales mindset, guiding prospects to decisive actions, and focusing on high-impact techniques. Rochelle outlines the importance of understanding your audience, structuring sales conversations, and pre-call preparation to build trust and efficiency. Learn how to balance technique, mindset, and action to set yourself apart in the competitive staffing industry.

Chapters and Timestamps

[00:01] – Kicking Off: Can we stop chasing prospects?

[00:23] – Building the Ideal Sales Mindset

[01:07] – Equal Business Stature: Treating prospects as peers

[03:10] – Guiding Prospects to Decisions Without Pressure

[05:58] – Marrying Marketing and Sales: A unified strategy

[09:24] – Starting Fresh in 2025: Mindset shifts for a new year

[13:03] – Essential Sales Techniques: Questions and process design

[17:21] – Focusing on Prospect Pain Points: Why it matters

[22:29] – Sales as Strategy: Questions, testing, and preparation

[28:44] – Navigating New Roles: Balancing manager expectations

[32:32] – About Bulletproof Management: Rochelle’s approach to coaching

[34:30] – Rapid-Fire Round

About the Speakers

Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.

As the CEO of Emotional Intelligence Blueprinting, Rochelle Carrington coaches successful businesspeople around the world and retrains their subconscious minds to enable them to reach peak performance. Her coaching creates transformational results for her clients. She is a world reknown speaker on topics relating to mindset, sales and success. In addition, she has advised and trained thousands of business executives on best practices to develop stronger sales teams, create better hiring practices and lead organizations more effectively. Rochelle possesses over 30 years of experience in coaching, sales and leadership.