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Present Solutions
Do They Know What They Want?
Customers often know what they are looking for, so be prepared to provide a copy of the Assessment Catalog.
Are They Unsure What's Best?
- Determine what to measure. It is always best to start by understanding the
relevant job requirements. Once you know the attributes most related to performance in a specific job, you can
measure them.
Many customers will be interested in the simplest approach to improving hiring quality.
Other customers may want to conduct a formal job analysis or competency
model which are structured processes for defining knowledge, skills, and abilities that
are critical to successful job
performance. Brainbench Consulting Services can assist with this.
- Identify the Brainbench assessments. Choose assessments from the
Brainbench assessment catalog that measure the required knowledge, skills,
and abilities.
- Choose the type of purchase. If the customer needs to assess applicants,
they should purchase a number of assessment credits equal to the number of
test administrations that they will conduct in 1 year. They specify which test titles they will
use when they use their
corporate account to authorize job candidates to take a
test.
For training employees, customers typically buy an annual end-user license
for each employee. The license allows for unlimited use of the skills tests and is
the best way to track skills improvements over time.
- Present the solution. This is usually done with an order form and
a discussion with the customer.
- Describe the benefit. If you quantified the financial impact of poor
selections early in the sales process, then it will be fairly easy for you to quantify
the financial impact of your proposed solution. Use the Assessment ROI
document as a guide.
- Differentiate. Brainbench solutions are competitively unique in a few important ways:
- We have a large catalog of high-quality, proven assessments that can measure
all of the critical aspects of job performance for most jobs.
- We provide a single web-based application for assessing people with multiple
assessments and reporting the results with a single, simple interface.
- Provide Proof.
Trials: Some customers like to try before they buy. We recommend
allowing a customer to test 1 or 2 people, as a final step in the sales process, to
get comfortable with the interface, scoring and reporting. You can use your
Brainbench Partner trial account which is included in your Partner Support Kit
to provide trials. If you use this approach, advise your customer to have the trial
users try their best on the assessments or else they are likely to get confusing results.
References: Unfortunately, this is very difficult for our customers to support.
Our customers are very busy and we value their time. As you develop a book of Brainbench
business, it will be easier for you to reference those accounts in which you have a customer
relationship. We will try to provide references if it is critical to a sale, but only if it is the last
step in the process and your customer is likely to buy if the reference confirms their expectations.
- Ask for the order and describe what happens after the sale. Customers make
decisions more quickly when they see the steps that will take place all the way through
implementation. We describe the steps that happen immediately after Brainbench receives
the order to build customer confidence and to focus on implementation rather than the sale
itself. Review the Care for Customers section and include it in your discussions
with your customer whenever you are asking for the customer to make the purchase.
Resources:
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