Strategic Selling Series
Launching June 16, 23, 30, and July 7 at 10:00 AM CST
Advanced Techniques for Today’s Recruiter
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, voicemail, 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.
These perceptions happen quickly and once a perception is cemented, it is very challenging to change. And while you might judge yourself on your sincere intent with the prospect, they are judging you on your behaviors. And your behaviors are a catalyst for THEIR behaviors toward YOU
The Strategic Selling Series is about your ability to create and build healthy, valued client relationships….it is about your ability to differentiate yourself with both the IQ and the EQ (Emotional Intelligence) essential for our business. It is the accumulation of the very best practices of sales professionals and niche specialists in the search and staffing industry
The IQ of Our Business:
- Gain Insight in to How Your Client Thinks During The 8 Stages Of The Decision Process
- Open the Client Conversation with A Clear, Concise Message That Invites Participation
- Guide the Dialogue and Respond More Effectively to Initial Candidate/Client Resistance
- Probe More Strategically – Beyond the Obvious, Leveraging the Qualifying Window™
- Recommend the Most Effective Solution Based Upon A More Through Understanding
- Recognize and respond to client/Candidate tactics and Demands
- Explore Variables and Alternatives to Negotiate to Arrive at a Win / Win Solution
Strategic Selling Course Schedule:
June 16th: Get Inside Your Client’s Head: Understanding The 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.
June 23rd: The First 60 Seconds: 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.
June 30th: The Heart of Conversation: Probing – Listening – Responding to Resistance
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.”
July 7th: 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.
Session Length: This is a 4 Session Series launching on Thursday, June 16th at 10am Central time.
For More Information Contact:
Rob Mosley, Managing Partner
Email: [email protected]