Consultative Sales for the Recruiter

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Consultative Sales for the Recruiter

Overview:

Whether you’re new to the recruitment industry or have been calling clients and candidates for many years, we can all do with either a refresher on our sales technique or a structure to focus on – especially if we never had one in the first place and just sort of ‘wing-it!’

Making the most effective use of your time when you’re on the phone to a client or a candidate is really important, because once you’ve put the receiver down (or more likely clicked that red phone), it’s so frustrating to then realize that “I meant to ask this question” or “I didn’t get to say that” or “I forgot to mention…”

We’ve all been there, but by structuring your call, you’re much more likely to achieve all that you set out to achieve and hopefully more.

Objectives:

This 3.5 hour session will give the opportunity for the consultant:

To gain a comprehensive knowledge of the different elements of the call
To feel confident when opening up the call with the customer
To appreciate the benefits of a well constructed questioning technique
To understand the process to get the client to identify their needs and wants
To be able to close more effectively with clients
To be able to portray themselves and their company in a consultative way and not as a ‘pushy’ sales person

Agenda:

The structure of a sales call
Planning required before you pick up the phone
Opening statements and getting the customer involved quickly
Questioning techniques – uncovering the needs and getting the customer to ask you for what they want
Selling the solutions of your company in a professional way
Closing the call confidently

Who Should Attend:

Designed for consultants new to the recruitment industry or have been a recruiter for some time and would like a refresh

Meet the facilitator: Angela Cripps

Angela is the owner of Connemara UK. She is an experienced trainer, management consultant, executive coach, mentor and performance specialist who has been working within the recruitment industry since the late 1980s. Her aim is to make companies more successful and profitable through the development of their people and processes. She has worked with over 150 SMEs throughout the world and her LinkedIn recommendations are testament to the impact she can have on a business and it’s people.

Delivery:

A F2F half-day session

a minimum number of enrolments are required for the session to confirm; before booking travel or accommodation please speak with the Learning & Development team to discuss.