Selling to the Candidate

price per deligate:
R 1’750.00 (EX VAT)

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4 march 2019
08:30 - 16:00

Influencing, Closing the Deal and Managing Counter Offers

Recruitment is a difficult and complex industry. Today, it is even more complex since we operate in a Scarce Skills environment where the Candidate has a lot of control in the process. Within this Candidate driven setting, deals are made or broken based on the Recruitment Consultants ability to manage Candidate objections and counter offers.

In this Workshop, You Will:

• Plan: Preparation for Candidate Needs Analysis
Learn: how to Influence Candidates throughout the Recruitment Process
Understand: Employer Value Propositions
Implement: your knowledge of Individual Drivers of Motivation
Manage: all the stakeholders in the Recruitment Process
Create: Candidate Value through Closing Techniques

You will be provided with valuable tools and resources:
Job Aid: Objection Handling Formula
Job Aid: 7 Closing Techniques
Job Aid: Counter offer tool kit

Workshop Overview

Click a Workshop Tile to expend it’s details.

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Selling the Opportunity to the Candidate +

• Candidate Need Analysis
• Candidate Qualification
• Getting Exclusivity from the Candidate
• Understanding your Client’s EVP
• Selling the client and opportunity to the candidate

Closing the Deal +

• Closing the deal begins at the very start
• 7 Closing Techniques
• The ABC Model
• Getting the small ‘yesses’
• Understanding compensation packages
• The Rock Principle
• The What if Principle

Managing Counter Offers +

• Preparing the candidate factually by guiding her/him through the actual process
• Preparing the candidate emotionally.
• Identifying the possible warning signs throughout the process
• Managing possible negative outcomes
• Objection Handling Techniques
• Tips on how to handle very specific candidate objections
• How to save a deal that is about the be lost

  • Pre-work: Delegates receives invite and preparatory work to prepare for the Live intervention

  • 1 Day training intervention One full day packed with content, exercises, case studies and interaction, ensuring new sales habits are formed.

  • Post-course assignments: Delegate specific Next Actions & Assignments are distributed help to ensure implementation.

  • Nesting Session: A one-on-one video conference with each delegate to coach the individual with the aim of improving certain aspects and driving the ROI.

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