Objectives:
The aim of this seminar is to ensure that delegates leave the course with practical tools that can be applied in all areas of the recruitment process improving their success ratios and billings. By the end of this session participants will prepare a question flow template, a real life working example of the flow of a consultative sales call, multiple examples of turning objections into advancements & closing. As this one is a highly interactive training attendees will have opportunities to practice these techniques on a one to one basis in a ‘safe environment.

Behaviour Analysis overview
- What is the Behaviour of Buyers and Non-buyers
- How do you uncover a “buying signal”
- What is a “complex sale”
- You will learn different techniques that will, if used correctly increase you billings
 
The Sales Call / Presentation  
- Needs Analysis
- Advancing and Probing
- Continuation and Trial Closing
 
The ‘Flow’ of the Sales Call 
- In smaller sales 
- In smaller sales with a perceived high cost
- In larger sales with a perceived high cost
 
Proven questioning techniques 
- Establishing the current situation
- Discovering the needs / the problems
- The “what happens if” funnel
- Getting the DM to uncover the solution with you
 
Objection Handling 
- The top 10 highly effective Closing Techniques
- Fear of failure V’s Advancement towards reward
- The “Kill it soonest” school (a “no” is not always a bad thing)
- Turning a “no” to a “maybe”, turning a “maybe to a yes”
 
Workshop 

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.