Below are a selection of the current courses on offer, together with a brief overview of each. However, these courses may be adapted according to requirements and additional courses are available. We are also sponsors of www.bullyingatwork.co.ukand can also offer related courses relating to this challenging topic.
Stepping Stone to Success - Stage 1
2 Days
Upon completion, consultants will:
Understand the industry code of conduct
Understand the importance of planning and preparation
Understand the Recruitment Life Cycle and the selling opportunities within each one
Be able to demonstrate effective questioning and listening skills
Understand what is expected of a great Consultant
Be able to maximise the success of each activity
This is effectively an Induction course enabling the new Consultant to identify the Stepping Stones required to reach success in the shortest amount of time. There are 6 key steps in this course which include:
Understanding the industry
Planning and preparation for success
What makes a great Consultant?
Questioning & Listening skills
Don't 'tell' to sell - the task is to 'ask'
The Recruitment Life Cycle
The day will include looking at the different buying types amongst Candidates and Clients, the methods that will make all vacancy taking effective, setting objectives and structuring your day.
The day is varied and fun, with role plays and examples throughout, together with real examples of success .... and mistakes .... to ensure that the delegates leave feeling motivated and energised!
Suitable for: New consultants to the industry or those with up to 2 years' experience. (This course may also be a useful 'refresher' for consultants who feel they may have lost their 'passion').
A certificate is issued at the end of Stage 1, together with a workbook and ongoing development plan, with a further completion Award when Stage 2 is also completed. For complete details and an Agenda,or to request a booking form, please use Contact facility to contact direct.
Stepping Stone to Success - Stage 2
2 Days
Upon completion, consultants will:
Be able to manage the Candidate process, Interview effectively and qualify against opportunities
Be able to manage the Vacancy process, effectively take the vacancy/booking and ensure successful offer ratios
Be able to manage rejections/resignations/drop outs and maximise further opportunity
Know how to structure a Sales Call - to either Candidate or Client - and progress with every call
Have a portfolio of 'Impact Statements' to open sales communication
Manage both Client and Candidate expectations - together with those of your company
This course follows on from Stage 1 and goes into more detail relating to the need for successful relationships with both Candidates and Clients. These further 6 steps include:
Selling to Candidates - how to control
Structure of a sales Call
Job Offer management/Resignations
Impact Statements
Interviewing & Qualifying Candidates
Preparation & Planning
This course looks at the skills required to ensure that all aspects of questioning, selling and consulting are effective and the Consultant is confident and motivated. This course may be followed up with the specific areas of Selling Effectively and Selling Face 2 Face, but all elements are covered in summary. Again we aim to make the day fun with active participation.
Suitable for: New consultants to the industry or those with up to 2 years' experience. (This course may also be a useful 'refresher' for consultants who feel they may have lost their 'passion').
A certificate is issued at the end of Stage 2, together with a workbook and ongoing development plan.
For complete details and an Agenda, or to request a booking form, please use the Contact facility to contact direct.
Selling Effectively
2 Days
Upon completion, delegates will:
Be able to demonstrate understanding of a structured sales call
Be able to work through the 5 key stages of an effective call
Create effective 'impact' statements
Be aware of non verbal communication signals
Gain commitment from all clients
Demonstrate understanding of a client's requirements
Sell benefits not features - and understand the difference!
Overcome objections at each stage
ENJOY the process of client communication!
Working in conjunction with the Stepping Stones, this course aims to specifically target the weaknesses in telephone introductions and selling when not face to face. Time is spent on specific objections and situations that the delegates bring to the course - aiding motivation and instilling a sense of 'fun' when aiming to beat those sales targets and also includes:
How to control each call
When to sell - when to listen
Practical exercises for all key elements
Impact Statements
Objections - why? And how to overcome
The art of negotiation
Suitable for all consultants who are struggling to meet objectives through telephone sales - new Consultants to the industry who don't know where to start, and those who are finding the objections harder to overcome.
A certificate is issued at the end of this course, together with a workbook and ongoing development plan.
For complete details and an Agenda, or to request a booking form, please use the Contact facility to contact direct.
Selling Face 2 Face
1 Day
Upon completion, the Consultant will:
Be able to adapt his/her preparation for client meetings
Understand the fundamentals of the sales structure within a meeting scenario
Identify the use of verbal/non verbal communication skills
Recognise the different buyer types and adapt sales style accordingly
Be confident and in control throughout the meeting
Be able to demonstrate features as benefits
Learn how to 'listen' first
Demonstrate 'Commitment Closures' to ensure objectives met
Again working within the Stepping Stone structure, this course concentrates on the specific sales skills required when meeting with new, existing and dormant clients. Aiming to move Consultants away from the 'text book speak', this course will equip them with the ability to introduce personality and adapt to the buyers they are meeting, whilst retaining control throughout. The day includes:
How to identify the decision maker
Demonstrating listening skills
Practical exercises for all key elements
Impact Statements
What are the buying signals?
Commitment Closure - ASK!
Suitable for all consultants who require additional confidence or skills when meeting your clents or new Consultants to the industry who have yet to represent your company.
A certificate is issued at the end of this course, together with a workbook and ongoing development plan.
For complete details and an Agenda, or to request a booking form, please use the Contact facility to contact direct.
Candidate Management & Retention
1 Day
Upon completion of this course, delegates will:
Understand the need for loyalty amongst the candidate base
Identify the key areas that ensure committment from candidates
Ask the right questions - at the right time - to reduce 'drop outs' and lost revenue
Demonstrate management techniques with wrongly registered candidates
Use questionning techniques to determine facts
Increase offer:acceptance ratio
Increase leads for future business from candidate base
This course works when utilised with the Selling Effectively and Selling Face 2 Face as it ensures that your Consultants do not forget how important their relationship with candidates is. It stresses that the time taken at the onset of business can reap rewards throughout the process.
Suitable for all consultants who are new to interviewing and assessing candidates or for those for whom ratios are slipping and candidates are dropping out.
A certificate is issued at the end of this course, together with a workbook and ongoing development plan.
For complete details and an Agenda, or to request a booking form, please use the Contact facility to contact direct.
