Objectives:
This intense course that is designed to teach headhunting skills to consultants with or without experience - However a basic understanding of recruitment is preferred.
Learn how to manage a search assignment in a logical professional manner using project planning, researching, create a headhunting presentation and understanding the psychology of individuals at work (candidate control, client control).
Delegates will learn necessary interview techniques (Structured, STAR, and Competency based Interviewing) to effectively qualify potential candidates. In addition learn techniques to gain commitment and control to manage counter offers and deal breakers effectively.
By the end of this course delegates will be able to understand the difference between headhunting and “mass recruitment” explain why headhunting is used and to set up a road map to success.

The Research phase
This section of the course is dedicated to gaining necessary information required before starting the project.
-  Misconceptions and positioning
How to qualify and control set
-  How to educate the Decision Maker / get DM ‘buy-in’ to your process
-  Understanding and advising on the required process
-  The ‘highest return’ process

Project planning
This section of the course is dedicated to project planning where delegates will learn how to use schedules such as Gantt charts to plan and subsequently report progress within the search assignment. We will centre on the following:

-  Setting agreed dates / milestones
-  Acquiring a ‘Road map’ from your client
-  The use of Gantt charts

Researching
-  Matching and Presenting techniques
-  Internet research
-  File searching
-  Name gathering techniques

The initial call (The Headhunt)
This section focuses on the importance of the initial call ensuring the researcher creates the right impression as a professional head-hunter and sets themselves apart from the competition.
Delegates will learn how to make the right impression by;
-  Creating the appropriate presentation utilising the Direct, In-direct, Generic approaches
-  Objection handling
-  The objectives of the call
-  Turning the “I’m happy where I am” candidate
-  Advancing the call to ‘follow on call’ / qualifying & disqualifying
-  Making each call count / Alternative objectives to call

Qualifying the candidate
In this session delegates will learn;
-  Positioning the ‘follow on call’
-  Candidate Control
-  Uncovering the Deal Breaker / Deal Maker
-  Tackling the counter offer

Obtaining referrals
-  The power of reciprocity
-  Give a name / get a name technique
-  Understanding the “time kills all deals” position
-  Tools to build upon

Telephone interviewing techniques
In this session delegates will learn the more precise you are in the course of the first interview will ensure that only qualified candidates are short listed. Delegates will be taught a range of techniques that will help them to achieve this:
-  STAR interviewing
-  Structured interviewing
-  Competency Based Interviewing (CBI)
-  Obtaining commitment and candidate control
-  Uncovering motivators and de-motivators
-  Seeing the person within the candidate
-  Logic and emotion buying triggers
-  Ensure a 1:1 ratio of shortlist : interview
-  Gaining exclusivity with candidate

This course is designed for experienced recruiters.
Please contact Seal RTS +44(0)1491 845 555 or  This e-mail address is being protected from spambots. You need JavaScript enabled to view it  if you have any questions about this course.