Course Outline
Contract Staffing Sales Tutor
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LESSON ONE: Introduction and Impact of Attitude
- Five current Realities to Acknowledge
- Impact of Your Attitude
- Importance of Choosing not to react
- How to benefit most from this training
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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
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LESSON THREE: The New Business Model
- Learn the new business model
- Examples of this blended workforce model in action
- How to benefit by retirees
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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.
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LESSON FIVE: Pre-Close and Close – Candidates/Clients
- How preclosing improves Results
- Five candidate closing strategies
- Five client closing strategies
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LESSON SIX: Planning
- How planning will increase your Production
- Primary time wasters and results you will achieve
- Nine steps to effectively segment your day
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LESSON SEVEN: Effective Voice Mail
- Why voicemail are not returned
- Script of effective voicemail that is returned
- How to be connected to the right person
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LESSON EIGHT: Candidate and Client Expectations
- Why candidates and clients are confused
- Samples of candidate expectations
- Samples of client expectations
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LESSON NINE: Best Use of Your Time
- Learn candidate time wasters and solutions
- Learn client time wasters and solutions
- Learn your time wasters and solutions
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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 contracts matching current top talent
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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
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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
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LESSON THIRTEEN: Prep and Debrief Candidate | Clients and Provide Resources to LPC
- Benefits of a proper prep and debrief
- Prep and debrief process
- The impact and importance of the candidate experience
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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
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LESSON FIFTEEN: Follow Up – Touch – Quality Control
- Importance of Following Up
- Nurture Clients and Candidates
- Quantify and Improve Results
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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
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LESSON SEVENTEEN: Select Targets – Clients
- Timing is critical in client development
- Ten mandatory marketing strategies
- Benefits of the marketing strategies
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LESSON EIGHTEEN: Determine Best Business & Qualify
- Value of revenue modeling
- How to qualify your targets
- Five major benefits
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LESSON NINETEEN: Presentations
- Eight tactics to earn respect of recruiting team
- Present opportunities to recruiting team
- Effectively present candidates to clients
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LESSON TWENTY: Schedule Face to Face Appointments
- Sales meeting preparation
- Sales meeting agenda
- Effective questions to determine needs and budget
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LESSON TWENTY-ONE: Overcome Client Objections
- Four categories of objections
- Effectively overcome top ten client objections
- Benefits of overcoming objections
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LESSON TWENTY-TWO: Write Fillable Contracts
- How recruiting ream identifies best companies
- Formula for success
- Requirements of a fillable contract
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LESSON TWENTY-THREE: Negotiate Profitable Bill Rates
- Three key points when negotiating
- Top ten effective negotiating Tips
- Seventeen negotiating strategies
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LESSON TWENTY-FOUR: VMS, MSP, RPO/BPO & VENDOR ON PREMISE
- Learn your owner’s position on working with clients under these arrangements
- Understand the various business models
- Learn the pros and cons
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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
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LESSON TWENTY-SIX: Client Rapport and Trust
- How your clients should envision you
- Learn to upgrade clients
- Necessities for client relationships
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LESSON TWENTY-SEVEN: Multiple Contacts and Other Hiring Authorities
- Learn the correct person to target
- Info contractors can provide
- The value of working closely with recruiters
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LESSON TWENTY-EIGHT: Increase Client Referrals
- Why referred clients are the best
- Five steps to increase client referrals
- How references lead to referrals
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LESSON TWENTY-NINE: Importance of Organization
- Define your motivation to get organized
- Determine your current level of organization
- Understand benefits of getting organized
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LESSON THIRTY: Stay Motivated
- Benefits of becoming an optimist
- Three enemies of motivation
- How to pull yourself out of a slump
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LESSON THIRTY-ONE: Elevate your Level of Success
- Questions only you can answer
- Fourteen strategies to accomplish more
- How to assess your progress weekly
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LESSON THIRTY-TWO: Anticipate Trends & Embrace Change
- Simple ways to stay informed
- Current trends
- Ways to become proactive
