selling to employers sample presentation 2010

Selling to Employers

One day bespoke training workshopFor Job Brokers and Employer

Engagement teams

Overview

Selling to Employers is the definitive one day

training workshop designed to maximise the

efficiency of Job Brokers and Employer

Engagement teams –

The following slides have been selected to provide an overview of the course and a

taster of the content

Selling to Employers 

Workshop Objectives• Provide the tools to acquire and develop sustainable

vacancies

• Overcome employers pre-conceptions of individuals with barriers to work

• Define the sales process

• Provide a framework for sales

• Unravel the mysteries of sales

• Provide the motivation and skills to step out into sales

• Outline the key elements of a successful sales strategy

Introduction to Selling

Definition of the word Sell

• verb persuade someone of the merits of..(a product or service)

Origin- Old English.

Source-Oxford dictionary

Introduction to Selling

Definition of the word Buy

• verb informal acceptance of the truth.

Origin- Old English.

Source-Oxford dictionary

Employers Motive

Behaviour Style Decides on Justifies with

Assure Logic Emotion

Analyse Logic Logic

Achieve Emotion Logic

Associate Emotion Emotion

Methods of Selling

• Advertising• E-mail Campaign• Viral Marketing• Direct Mail Campaign• Advertorial• Website• Sponsorship

The Sales Process

The selling process has six key steps. • Prospecting• Initial contact• Presentation• Handling objections• Closing the sale• Follow-up and service after the sale

Seven Point Sales Plan

1 - Plan2 - Intro3 - Bridge4 - Question5 - Summarise6 - Sell7 - Close

The Essential Conversational Framework

First Contact Establish Employer trust

Build rapport• Smile• Use name• Sincere and friendly• Professional greeting• Professional Image• Be on time• Body language and eye contact• Firm Handshake

Point 3 – Bridge

The purpose for the call or meeting

• “Relevant” statement followed by an OPEN question

• Link between introduction and questioning• Attention grabber• Used to set the scene

Point 4 - QuestionWhy Question?

Four key objectives of questions

• To discover the employer's key driver• To establish employers criteria• To agree on a time frame for completion of

recruitment process• To gain agreement on the need before beginning the

actual presentation of benefits

Gear questions to the benefits of your service

Effective Listening Skills The do’s

Capitalise on speed of thought 

• We can speak at 125 - 150 words per minute• We can hear at 600 words per minute• Use the spare time to

– Anticipate where the conversation is going– Mentally summarise the message– Formulate a response– Read between the lines– Use silence strategically

5 main Benefit Groups

• Time• Money• Hassle• Maintaining productivity• Peace of mind

Closing Strategies

• Your attitude makes a huge difference • ABC - Always be Closing • Understanding what the employer wants and

needs • Recognise buying signs • Make the decision to close the sale • Assume the sale

Objection Handling Bridge

Question

SummariseSell

Close

Customer Profiles The following questions will stimulate your thinking when it

comes to developing your ideal customer profile. 

• What size of organisation?

• What market sector/s? 

• Who specifically will be making decisions and what are their business titles? 

• Who will be attracted by your uniqueness? 

• Which of your existing employers were the easiest and quickest to convert?

• What similarities do these customers possess? 

Sales StrategyTools and Systems

The Three key Questions

• Who do I need to call?• When do I need to call them?• What do I need to say?

Sales Strategy

Vision – Strategy - Tactics

'AIDA' Awareness Interest Desire Action

What GGT’s Clients Say...

London Borough Harrow “This workshop is a must for every organisation

which engages with employers and has a desire to fully develop the skill and proficiency of their team”

The Cardinal Hume Centre

Having spoken to my employment team yesterday, I'd like to take the opportunity to express sincere thanks for delivering such an effective and relevant training session last week. Already, we're in discussion about how your insightful advice will impact the shaping of our service.

Many thanks for sharing your expertise with the team as we move forward in promoting the unique opportunities the centre has to offer both employers and beneficiaries.

What GGT’s Clients Say...Hackney Independent Living 

“Hackney Independent living commissioned GGT Solutions to deliver training for key employee groups within our organisation. We were incredibly impressed with the service we received, their professionalism from consultation and design through to delivery and aftercare was first rate. Our delegates fully enjoyed the sessions and the impact on our business is tangible and ongoing".

Booking Details

For further information or to book this workshop please contact

GGT Solutions

T: 020 3004-8482F: 020 3292-1789E: info@ggtsolutions.co.uk