The Staffing Playbook Podcast, Powered by YES How You Sell Is Your Differentiator
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Jun 27, 2025 Shannon Kahn, Founder and CEO of SMK Consulting USA, brings decades of staffing experience to the conversation. She emphasizes that how you sell differentiates you in a competitive landscape. Shannon shares a pre-call framework that preps sales teams to engage clients effectively. She discusses the importance of reading subtle cues during meetings and how to pivot sales approaches based on client signals. By focusing on strategic partnerships rather than transactions, she advises listeners to align their sales strategies with client needs for lasting success.
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Sales Must Add Value Beyond Self-Service
- Buyers arrive two-thirds to three-quarters through the decision before talking to sales, so the salesperson must add value beyond basic info.
- Knowing the buyer and their business through research creates trust and reduces buyer remorse.
Hyper-Focus On A Small Set Of Targets
- Block focused time on a small set of ideal prospects and research them deeply instead of spreading effort across hundreds of leads.
- Coordinate with marketing to handle volume while sales personalizes outreach to high-potential targets.
Plan Meetings With Outcomes And Role-Play
- Prepare every high-stakes meeting with a structured plan: desired outcome, minimum acceptable outcome, and tailored exploratory questions.
- Run practice sessions with teammates and define roles so you can pivot naturally in the room.
