Course 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
    • How to benefit most from this training
  • 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 preclosing improves Results
    • Five candidate closing strategies
    • Five client closing strategies
  • 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 voicemail are not returned
    • Script of effective voicemail 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 candidate time wasters and solutions
    • Learn 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 contracts matching current top talent
  • 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 and Provide Resources to LPC

    • Benefits of a proper prep and debrief
    • Prep and debrief 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
  • 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
  • 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 ream 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

    • Learn your owner’s 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
  • 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 and 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
  • 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 proactive
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