LESSON OUTLINE

Contract Staffing Sales Tutor

LESSON ONE: Introduction and Impact of Attitude
- Five current Realities to Acknowledge
- Impact of Your Attitude
- Importance of Choosing not to React
LESSON TWO: Make it Big in Contract Staffing
- No Limits on what you can Achieve
- This is a Career not a Job
- What it takes to become a High Achiever
LESSON THREE: The New Business Model
- Learn the new Business Model
- Examples of this blended workforce model in action
- How to benefit by retirees
LESSON FOUR: Terminology
- Learn terminology commonly used in Contract Staffing
- Utilize proper terminology when interacting with Clients
- Utilize proper terminology when interacting with Candidates who are often referred to as Contractors or Consultants.
LESSON FIVE: Pre-Close and Close – Candidates/Clients
- How Pre-Closing improves Results
- Five Temporary Candidate Closing Strategies
- Five Client Closing Strategies
TEST 1
LESSON SIX: Planning
- How Planning will increase your Production
- Primary time wasters and Results you Will Achieve
- Nine Steps to effectively Segment your Day
LESSON SEVEN: Effective Voice Mail
- Why Voice Mail are Not Returned
- Script of Effective Voice Mail that is Returned
- How to be Connected to the Right Person
LESSON EIGHT: Candidate and Client Expectations
- Why Candidates and Clients are confused
- Samples of Candidate Expectations
- Samples of Client Expectations
LESSON NINE: Best Use of Your Time
- Learn Ten Candidate Time Wasters and Solutions
- Learn Ten Client Time Wasters and Solutions
- Learn “Your” Time Wasters and Solutions
LESSON TEN: You’re on the SAME team (Sales/Recruiting)
- The importance of Revenue Modeling
- Inside Information and Leads only Recruiters can Provide
- Impact of Temp Assignments matching Current Top Talent
TEST 2
LESSON ELEVEN: Determine your WHY
- Learn to set S.M.A.R.T. Goals
- Write Ten Non-Negotiable Goals with Dated Action Items
- Stay Motivated by Achieving or Surpassing Goals
LESSON TWELVE: Brand and Differentiators – Candidates/Clients
- Learn how to write and present your Brand to Candidates and Clients
- Ten Tips to Differentiate with Candidates
- Eight Tips to Differentiate with Prospects and Clients
LESSON THIRTEEN: Prep and Debrief Candidate/Clients &Provide Resources to LPC
- Benefits of a Proper Prep and Debrief
- Prep and De-Brief Process
- The impact and importance of the candidate experience
LESSON FOURTEEN: Close and Extend an Offer
- Close from your first contact
- Seven techniques to become proficient at closing your candidate
- Extend an Offer and Sample Script
LESSON FIFTEEN: Follow Up – Touch – Quality Control
- Importance of Following Up
- Nurture Clients and Candidates
- Quantify and Improve Results
TEST 3
LESSON SIXTEEN: Reference Checks into Marketing Presentations
- Warm, not sales approach to Marketing
- Reference Check contact are Decision Makers
- Script to convert to Marketing Presentations
LESSON SEVENTEEN: Select Targets – Clients
- Timing is Critical in Client Development
- Ten Mandatory Marketing Strategies
- Benefits of the Marketing Strategies
LESSON EIGHTEEN: Determine Best Business & Qualify
- Value of Revenue Modeling
- How to qualify your Targets
- Five Major Benefits
LESSON NINETEEN: Presentations
- Eight Tactics to earn respect of Recruiting Team
- Present Opportunities to Recruiting Team
- Effectively present Candidates to Clients
LESSON TWENTY: Schedule Face to Face Appointments
- Sales Meeting Preparation
- Sales Meeting Agenda
- Effective Questions to determine Needs and Budget
TEST 4
LESSON TWENTY-ONE: Overcome Client Objections
- Four Categories of Objections
- Effectively overcome top ten Client Objections
- Benefits of overcoming Objections
LESSON TWENTY-TWO: Write Fillable Contracts
- How Recruiting Team identifies best companies
- Formula for Success
- Requirements of a Fillable Contract
LESSON TWENTY-THREE: Negotiate Profitable Bill Rates
- Three key points when negotiating
- Top Ten Effective Negotiating Tips
- Seventeen Negotiating Strategies
LESSON TWENTY-FOUR: VMS, MSP, RPO/BPO & VENDOR ON PREMISE
- Lean your Owners position on working with clients under these arrangements
- Understand the various business models
- Learn the Pros and Cons
LESSON TWENTY-FIVE: Know your Ratios and Provide Weekly Updates
- The benefits of knowing your numbers
- What Ratios are Most important to Track
- The Value of Weekly Updates
TEST 5
LESSON TWENTY-SIX: Client Rapport and Trust
- How your clients should envision you
- Learn to upgrade clients
- Necessities for Client Relationships
LESSON TWENTY-SEVEN: Multiple Contacts & Other Hiring Authorities
- Learn the correct person to target
- Info Contractors can Provide
- The value of working closely with Recruiters
LESSON TWENTY-EIGHT: Increase Client Referrals
- Why Referred Clients are the Best
- Five Steps to Increase Client Referrals
- How References lead to Referrals
Add Client Referral Program to Library
LESSON TWENTY-NINE: Importance of organization
- Define your motivation to Get Organized
- Determine your current level of Organization
- Understand benefits of Getting Organized
LESSON THIRTY: Stay Motivated
- Benefits of becoming an Optimist
- Three enemies of Motivation
- How to pull yourself out of a slump
LESSON THIRTY-ONE: Elevate your Level of Success
- Questions only you can Answer
- Fourteen Strategies to Accomplish More
- How to Assess your Progress Weekly
LESSON THIRTY-TWO: Anticipate Trends – Embrace Change
- Simple Ways to Stay Informed
- Current Trends
- Ways to become Pro-Active
TEST 6