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


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6686 Van Buren Place Merrillville IN 46410

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