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Recruiter Sales Training
Perfect Preparation
Introduction: Recruiters can change the industry (3:24)
Workshop expectations and participation (3:56)
Why are you here? What problem would you like to solve? (15:36)
Phil's Story (8:09)
Choosing your people (20:53)
Preparation for the conversation (10:11)
Levels of success (12:22)
Success levels 4, 5, & 6 (11:22)
Success Levels 7, 8 , & 9 (9:53)
Building Trust
Where will you take action? (5:42)
Prospecting and preparation (16:49)
Emotions vs. logic (4:21)
Building rapport rule 1 (11:02)
Building rapport rule 2 (3:30)
Building rapport rule 3 (8:37)
Building rapport rule 4 (7:22)
Building rapport rule 5 (2:44)
Building rapport rule 6 (10:17)
How will you change to build rapport? (6:10)
Qualification (8:17)
3 stage questioning technique (18:53)
Gaining Commitment
Where is your head at (12:50)
Help Overcome Objections (15:30)
Sales Pitch vs. Sales Presentation (19:39)
Sales Presentation Middle (Past, Present and Future) (22:07)
Closing the Sales Presentation (9:52)
Overcoming Indecision
Where's your head at (14:04)
Conditional closing (5:14)
Alternative closing (6:10)
Direct Closing (3:31)
Summary Close (5:59)
Devil's Advocate Close (12:35)
List of Objections (7:27)
Control conversations around objections (9:23)
Defuse the objection (15:18)
Choose your close (2:36)
Don't get good at one objection (1:33)
Where’s your head PT 2 (9:05)
Reflect, Review, Refine, and Take Action
Review of Day 1 (8:33)
Examples of Homework 1 (13:40)
Examples of Homework 2 (8:32)
Examples of Homework 3 (10:58)
Learning from scripts (11:28)
Questions to stop objections (15:35)
Starting the conversation for objections (20:12)
Patterns of resistance (7:51)
Helping others make a decision (3:16)
Review of scripts and objections (9:37)
Start, Stop & Keeps (14:57)
Comfort vs. Uncomfortable (18:53)
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Control conversations around objections
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