Customized Client Mastery with Rob Mosley
Advanced Techniques for Today’s Recruiter
Your candidates and clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voice mail, or in a live conversation, the clock is running and your prospect is judging….judging whether you act in a professional and competent manner; judging whether or not you open the conversation with confidence and knowledge of this person’s role and of the work being done; and judging as to whether they want to invest time with you in a conversation or move on the tasks and people they deem as more worthy of their time.
This entirely customizable series is about your ability to create and build healthy, valued client and candidate relationships….it is about your ability to differentiate yourself from your competitors.
Pick any 5 webinars with unlimited participation for only $1,000 a webinar session. This includes tailoring to your team, worksheet supplements, and follow through reinforcements!
This program is in collaboration with the Acclivus Corporation, an international performance development company. The Acclivus R3 Sales curriculum has been delivered in 88 countries and in 14 languages. The world’s leading organizations, including those in Search and Staffing, leverage it as a strategic sales tool as well as a framework negotiation.
Get Inside Your Client’s Head: Understanding The Client Decision Process
You cannot know where you are in your selling process unless your first know where the client is in their decision process. Your compass for the journey are Principles. Principles are where what is smart meets what is right in our industry. They become the cornerstone of a great practice and help you differentiate your approach with both clients and prospects.
The First 60 Seconds – Opening the Conversation
In the first few seconds of opening a conversation, via, email, voice mail, or live conversation, your prospect is judging you and the value you potentially bring to them. This session explores the I Model, a framework that allows you to open any conversation for maximum impact. We also explore the four common types of cognitive bias that we must be prepared to address early in any conversation.
That’s a Great Question! – The Art of Opening the Conversation
Probing is about the skillful use of questions to guide the conversation with either a client or candidate. This session also covers the skills of active and empathic listening and explores the principal that says, “seek first to understand, then to be understood.”
Responding is about Tailored Positioning. It provides a repeatable approach to answering the question your prospect may be saying or just thinking: “What do you and your organization do?” This is the beginning of true Customer Value Engagement.
Developing Power in Negotiation: Tactics and Demands
The way a client sees and values you in the business relationship will largely determine how they will negotiate with you. These levels of perception represent how the client will choose to work with you. Your goal is to be able to successfully negotiate at every stage of sales process with clients while still keeping the relationship moving forward. This session is about your ability to align with your clients through a better negotiation process.
Making Guiding Suggestions and Responding to Resistance
Guiding Suggestions are an essential tool for influencing the direction of discussions, relationships, and ultimately the decision to buy. The skill of “Guiding Suggestions” reminds us that in order for those around us to follow our lead, we need to consistently be linking our recommendations to how they and their organization will benefit. Resistance is a normal part of making business decisions and the approach you take in responding will differentiate you from other recruiters in the marketplace. It’s never about Overcoming an Objection because there is nothing to overcome. People do however, want to be listened to and heard.
Breakthrough Teams: The Business Case for Emotional Intelligence
This critical team development session takes you on a journey to a clearer understanding of how you and your team become more unified by being more emotionally aware. The results are increased buy-in from team members, greater accountability, and a deeper understanding of not just important work – but important people doing important work. Moreover, these attributes of Emotional Intelligence will enable you to better influence others who do not directly report to you including clients and candidates.
The Runaround Dilemma: Planning and Prep for the Client Call
In the course of a busy day, it is usually our preparation that is the first to get short-changed. Daily, weekly and monthly plans provide you with the confidence, knowledge and a plan, and it allows you to have the maximum impact on a sales opportunity in the time available. We also explore the challenge of the Runaround Dilemma and better use of the Priority Matrix.
For More Information Contact:
Rob Mosley, Managing Partner
Email: [email protected]