Strategic Selling – 6 Part Series
Mastering Client Development
Your prospects 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.
Strategic Selling is about your ability to create and build healthy, valued client relationships….it is about your ability to differentiate yourself from your competitors. This Six Session Program is designed to help tenured search and staffing consultants better execute advanced consultative techniques for client development. It is the accumulation of the very best practices of top billers and niche specialists in the search and staffing industry.
Strategic Selling Course Schedule:
August 11th: The Client Decision Process: Principles for Client Mastery
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.
August 13th: The Runaround Dilemma: Planning and Preparation 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.
August 18th: Opening the Client Conversation – Gaining Initial Commitment
The first few seconds of any prospective conversation set the direction for the relationship. There is a 5 step model to effectively open the client conversation with maximum impact. However, It’s a fact that regardless of your skill as a recruiter, your client/prospect will often see your call as an interruption to your day. How you respond to this first conversation can either make or break the conversation.
August 20th: The Heart of the Conversation: Probing to Qualify – Active Listening – Responding
Probing is about the skillful use of questions to guide the conversation with either a client or prospective client. 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.
August 25th: Guiding Suggestions and Responding to Resistance
Guiding Suggestions are a 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.
August 27th: 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.
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 both a strategic sales tool as well as a framework for any type of sales negotiation.
Session Length: This is a 6 Session Series beginning on Tuesday, August 11th at 11:00am Central time.
For More Information Contact:
Rob Mosley, Managing Partner