Proactive Calling – Energiser (Two Day In-House Training Course)

Who is this for?

This two day in-house training course is for business owners who want their managers, recruitment teams and individual recruiters to become more structured and assertive over the telephone with either their clients or candidates.

 

Aims & Objectives

By the end of the course you will be able to:

  • Understand the importance of proactivity within a fast-moving recruitment sales environment.
  • Discuss and implement proactive actions, which focus on building long-term consultative customer relationships.
  • Develop a ‘curious brain’ approach to gathering specific and business focused information, which facilitates, develops and progresses customer loyalty.
  • Develop a positive, confident, assertive and enthusiastic calling manner.
  • Deal confidently and proactively with customer objections.
  • Proactively respond to closing signals and ask for commitment.
  • Plan, structure, make and analyse results focused calls which meet agreed objectives.

 

Course Content – Day One

Developing a proactive approach:
Discusses why proactivity is critical to any business development routine.
Establishes how you can become more proactive in your approach to their market.
Start, stop and continue exercise: facilitating you to become even more proactive than you currently are.
Considers how to target different customer groups.
Focuses on the importance of attitude and personal organisation as the key to sales success.
Identifies your personal selling style using behavioural sales profiles.

Planning the call:
Provides a definition of a successful sales call.
Considers the planning stages required to make consistent and effective business development calls.
Establishes the importance of detailed knowledge to develop relationships.
Identifies SMART call objectives for proactive sales activity.
Develops assertive and focused opening statements to achieve agreed objectives.
Establishes and practises results focused questions which build on research and link to call objectives.
Identifies and practises selling personalised and added value solutions.

Manage objections and close the call:
Discusses techniques to proactively manage objections and gain appropriate commitment.
Identifies closing techniques to ask for the business and gain objectives.

 

Course Content – Day Two

Calling practical:

  • A practical day focusing on using the techniques from Day One to gain agreed results.
  • Productivity (as opposed to activity) targets to be set at the start of the day, including interviews and meetings arranged, CVs out, vacancies taken and communication plans agreed.
  • Results will be analysed and reviewed at lunchtime and at the end of the day, with a prize for the most productive and successful person on the day.
  • You will be working in groups to analyse live calls*
  • You will use your pre-work “call sheets” as the basis of your live calls

*Phone coach® technology will be used to record and analyse live calls.

Please note this is a generic recruitment sales programme, focusing on results and specific tangible outcomes.

Disclaimer: Recruitment Matters International Ltd (RMI) will not be liable for any claim made against a client company should there be a breach of the Privacy and Electronic Communications Regulations 2003, as a result of the live calling session.

 

How learning & understanding will be monitored and assessed during course delivery

Extensive trainer input will be provided to enhance learning application with practical exercises, discussion groups and presentations being used to improve confidence and practise the discussion points.

Pre course work to be completed before the event and brought to the course, this activity will be utilised on Day Two as the basis of the live calling sessions.

“Live” sales calls will be recorded and analysed to enhance learning and gain results.

 

Encouraging learning application

1. Personal Development Plan: Part A – Briefing Discussion.

  • Delegate briefing pre-course with line manager using course overview as a template.
  • Specific and measurable learning needs identified and noted on Part A to be addressed on the course.
  • When: Just before the course.

Responsibility of the Line Manager and the Delegate

2. Personal Development Plan: Part B – Personal Action Plan.

  • To be completed as the course progresses, along with notes and handouts.
  • Actions agreed to and finalised at the end of the course.
  • When: During the course.

Responsibility of the Delegate and RMI

3. Personal Development Plan: Part C – Debriefing Discussion

  • To be completed post-course to gain commitment to work on personal actions
  • When: Straight after the course.
  • Core actions to be returned to andrew.carr @acetpeople.co.uk via Core Actions sheet

Responsibility of the Line Manager and the Delegate

4. Personal Development Plan (PDP) Part D – Post Course Evaluation

  • Completion – eight weeks after the course to evaluate learning and develop action accountability.

Responsibility of the Line Manager and the Delegate

  • Core actions will be returned to the individual 8 weeks after the course to re-emphasise agreed actions and establish return on investment.

Responsibility of RMI

 

The Trainer

Andrew Carr is an award winning learning professional who, for the past 20 years, has worked with a variety of staffing companies across many recruitment sectors advising on and delivering results focused learning programmes. For more about Andrew visit Meet The Team.

 

 

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