Course Description

Through GHMs interactions with top recruitment businesses, we found that this dynamic industry is changing at a rapid pace. Recruitment professionals are very strong in the HR and administrative function; however, we find a skills gap, pertaining to basic & high-level sales skills with a clear majority of recruiters. We believe that adding a proven, best-in-class recruitment sales methodology to their already strong recruitment skills, creates a formidable sales force, and greater ROI for the business. 

A best-in-class sales methodology specifically designed for the recruitment industry. Proven principles and track record of results and positive outcomes. In this area, we work with leaders and teams, providing nesting support to entrench the critical outcomes from the program.

Course Overview

This course consists of 4 Modules. Click a module to expand it and Learn More.

1 • Business Development & Recruitment Process +

The organic sales process
Identifying and understanding best practice in the sales process (what great looks like)
The Recruitment Process
The Ultimate Sales Call (5 x steps)
Effectively plan & prepare prior to client interaction
Understand the principals of Feature, Function, and Benefits

2 • Principles of Key Account & Relationship Management +

What is Key Account management
The Sales Experience
Competencies of a Challenger sales person
Advocate Profiles
The roll of Mobilizers

3 • Value Trades & Propositions +

The BCG Matrix
Value Trades
Sales Assets
Customer Segmentation Worksheet
Value Propositions
The Big WHY
Will-Power

4 • Customer Excellence & the X-Factor +

Telephone Excellence
Winning words & phrases
The X Factor
Objection handling
Closing

5 • Nesting +

Implementation of the outcomes of the workshops
Customer / Applicant visit
On-the-job coaching

6 • Final Assesment +

Cognitive & Summative Panel Assessment to ascertain competence of individual delegates
Aspects from each workshop included in the assessment
Final assessment details to be discussed with the management team

Accelerated Recruitment Consulting

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