Objectives
Delegates will be given the opportunity to learn, develop and demonstrate their skills and knowledge in client and candidate control.
The focus of this training programme is on account planning and maintenance, candidate and client management to set and sell expectations. Delegates will also learn how to evaluate and understand client/candidate needs the most effective ways to develop a recruitment campaign, and to write and deliver a direct recruiting presentation, developing their USP’s and overcome the most difficult objections in consultative selling.
By the end of the course we guarantee that attendees will take away a very valuable framework they can put into practice immediately.

Day 1:

Client Control

• Planning and Task Management
In this session delegates will learn how to plan correctly and analyse desk to enable and maintain consistent billings month after month

• Maximising Revenues
Learn new ways of business development by utilising your candidate database

• Effective Account Development - The Relationship Model
Are you getting the most from your existing accounts? This session you will give you advanced skills to ensure you are not just another “me too” recruiter

• Your Value Proposition
What makes you different? Why should I work with you? Why your organisation? Case studies, developing USP’s

• Objection Handing
What are objections? In this session you will learn about the “Objection Wheel” and practical examples of successfully overcoming the most difficult of objections

• Consultative Selling
What is it? How does it work? When you use it? A variation of this well known tried and tested sales technique.

Throughout the day we will be practising many of the techniques by role play

Day 2:

Candidate Control
• What is candidate control?
How to test if you have candidate control? In current market conditions, candidates have more opportunities than almost ever before. The “Corridor Technique” will help to work with candidates who are committed to your process

• Avoiding Fall Offs and Turn Downs
A detailed session on how to maintain candidate control

• Obtaining Exclusivity

• The Art of Research
The often thought of “dark art” made simple. Research is not just asking reception. How to, When to and why? Explained

• Interviewing
You will learn various structured interview techniques, STAR, CDS, Uncovering candidate concerns and Presenting the opportunity both face to face and by phone.
 
• Brokering the Offer and Closing
Timing is everything when brokering the offer - As the assignment draws nearer to conclusion managing the process properly is critical. You will also learn a number of closing methods that can be used throughout the process

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.