Course Outline

Participants in the 'Building Better Business' training will challenge their existing thoughts and behaviours to develop a success-oriented approach to their business development activities. During the workshop participants will gain an understanding of the consultative sales approach, and how to bring excellence and effectiveness to each aspect of this process.  Participants will develop insight into building business relationships, and presenting solutions and benefits to satisfy their clients' needs.

The program also enquires into how to generate client loyalty, to delight clients with service excellence, and enjoy greater satisfaction and reward as a consultant.

Who Should Attend?

This workshop is valuable to all recruitment consultants and account managers who would like to increase their sales results and maximise the effectiveness of their marketing activities.  The course is particularly beneficial to people new to the business development aspect of recruitment consulting or account management (up to 18 months experience).  Participants will find their effectiveness and confidence is enhanced significantly as a result of attending this workshop.    

The principles and practices apply equally to consultants and account managers recruiting in the field of permanent (junior to executive), temporary and contract staff. 

 Content and Outcomes

 General Marketing and Consultative Sales Principles

• Consider how your beliefs, attitudes and preconceptions impact the outcomes of your sales activities.

• Recognise how influential your behaviours are on the client's decisions.

• Discover how to make your client communication 'client focussed'. 

• Learn a variety of questioning styles, and understand the benefits of asking questions in client development.

• Consider what motivates clients, and their 'purchasing decisions', and understand the power of 'speaking their language'.

• Employ empathetic listening to understand the client's needs and establish a mutually beneficial partnership.

• Discover behaviours to develop rapport with clients.

• Understand what it takes to generate a relationship of trust and respect with the client.

• Translate your company's features into benefits to motivate clients to do business with you.

Cold Calling Made Warm

• Overcome cold calling fears with sound principles.

• Expand your methods of gathering leads and generating new business via telemarketing.

• Develop a plan to kick-start the sales cycle.

• Write introductory letters beyond the ordinary.

• Explore the principles of successful objection handling.

• Consider responses for overcoming objections.

• Investigate alternative marketing call approaches.

Conducting Client Visits

• Consider how to effectively prepare for client sales visits.

• Investigate the verbal, vocal and visual aspects of communication.

• Develop positive speech and body language behaviours.

• Understand the four stages of a sales visit.

• Develop questioning techniques to reveal client needs, and develop their awareness of the need for your services.

• Present your service and company's features in the form of solutions that benefit the client, solve their problems and meet their needs.

• Transform interest into business via effective closing behaviours.

• A plan for future contact - turning prospects into clients.

• Consider approaches for selling 'client-paid' advertising to the client.

• Explore when and how to sell retained business, rather than contingency.

Generating Client Loyalty

• Understand it takes more than 'satisfaction' to generate client loyalty.

• Consider the importance of service process as well as service outcome.

• Look into managing and exceeding client / customer expectations. 

• Discuss 'Impression Points' - what they are, and how we can enhance them.

• Investigate why we lose clients, and how to avoid this.

• Dealing with complaints and dissatisfactions - transforming these into opportunities to deepen the client relationship and loyalty.

• Behaviours that create the perception of service excellence.

Copyright © 2000-2023 Barbara Hoadley