The Recruitment Sell

Overview

Recruitment or classified is often, and wrongly, viewed as the poor relation to display sales but actually demands a high level of knowledge and skill. This course equips delegates with everything they need to know to make recruitment ads fly off the page.

Who should attend

Any sales executive with the responsibility for generating revenue from recruitment advertising whether online or in print.

Course objectives

By the end of this practical course, you will:

> Have the skills needed to sell effectively in a competitive recruitment market

> Know how important it is to have a comprehensive knowledge of the competitive options a client has and look at how we can safeguard our client base from the competition

> Develop tactics and the typical objections faced in the recruitment market i.e. bad response and price

Course content

The Recruitment Process

> Understanding the client's decision making process

> Examining client options

> Conducting a SWOT analysis of the different inter media options

> Delegate presentations

The Competitive Sell - Keeping the Competition Out

> Identifying your primary and secondary competition

> Where are the real threats?

> Positioning yourselves as the most suitable and most effective option

Build Long Term Relationships - Protecting the Business

> Positioning yourselves as market partners

> The value of developing relationships:

- keeping momentum

> Exploring media selection criteria:

- how does a client evaluate the options available?

> Recognising our strengths and perceived weaknesses

> Presenting your case logically and emphatically - what does a client need to know?:

- market share figures

- testimonials

- case studies

- readership information

- competitive analysis and positioning

Deal with Response - Good and Bad

> Excuse or reality

> Exploring the objection

> How to deal with the bad response objection

> Making the most of good response

> How to build effective testimonials and case studies

> Selling the value of your title