The Business Development track focuses on the skills needed
to perform the sales functions of a staffing service. These
courses are intended for any business development representative
or salesperson. The courses will focus on defining your company,
managing your territory and using a consultative approach
to working with prospects and client. learn how to get sales
by understanding current market trends and asking the right
questions!
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| Listed below is more detailed information on each course. |
| Sales:
Building the Foundation |
Business Issues
Are you in touch with current business issues that impact
your clients/prospects? As a staffing salesperson, you
need to recognize how your services can alleviate your
clients’/prospects’ concerns. Upon completing
this course section, you will be able to:
- Identify current business issues that impact
your clients/prospects
- Explain how staffing services address these
issues
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| Business Liabilities
Businesses today face a growing number of vulnerabilities.
These challenges can distract your clients/prospects
from their core business. Upon completing this course
section, you will be able to:
- List your clients’/prospects’
potential business liabilities
- Formulate questions to uncover their liabilities
and offer staffing solutions
|
Introductions of Your
Service
In a competitive business environment, you must be able
to quickly communicate the unique value of your staffing
service to a prospect. Upon completing this course section,
you will be able to introduce your staffing service to
a prospect in thirty seconds. |
| Staffing Industry
Trends
Trends in the staffing industry have an impact on your
job. Upon completing this course section, you will be
able to:
- Identify current trends in the staffing industry
- Find future opportunities in staffing trends
|
|
| Planning
for Sales Success |
Define Your Market
Your time is valuable. It is important to spend your time
focused on prospects that lead to sales success. Upon
completing this course section, you will be able to define
your market using four criteria. |
Research Your Clients/Prospects
To be effective on your sales calls, you should be well
prepared. Research your clients/prospects thoroughly to
assess who could benefit from your staffing solutions.
This course section will provide resources to use when
investigating a company’s need for staffing services.
|
Qualify Your Clients/Prospects
In order to use your time wisely, it is helpful to categorize
or qualify your client/prospect. Using your research, you will
determine the potential each company has for staffing
usage. |
Set Goals
What are you trying to achieve? The purpose of goal setting
is to assure that you are spending the right amount of
time, on the right companies, for the highest return on
investment. Upon completing this course section, you will
be able to structure specific activities that will help
you meet your sales goals. |
Manage Your Territory
Create a strategic plan to contact your clients/prospects.
This course section will help you manage your territory
and time more effectively. |
|
| Creating
Quality Appointments |
| You will cover a great deal
of information and have an opportunity to review it when
you have completed this course. Here is what you can expect:
|
Define Consultative vs. Traditional Sales
Today’s clients/prospects are demanding more than
a traditional sales product. They expect salespeople to
provide consultative services that address unique business
requirements. Upon completing this course section, you
will be able to define the differences between consultative
and traditional sales approaches. |
Identify Client Roles
The role your client/prospect plays directly impacts their
needs and the solutions you should provide them. Upon
completing this course section, you will be able to identify
client roles and unique approaches to working with these
roles.
Set Objectives
Before you contact a client/prospect, set specific
and measurable objectives for the call. Upon completing
this
course section, you will be able to develop objectives
that will move the sales process forward. |
Get the Appointment
Getting the appointment is critical to advancing the sales
relationship. Upon completing this course section, you
will be able to list three steps to getting the appointment
and techniques for getting past voicemail.
|
|
| Beginning
the Discovery Process
|
| You will cover a great deal of information and have
an opportunity to review it when you have completed this
course. Here is what you can expect: |
| The consultative sales process is a four-phase approach that helps you
identify client's/prospect's business challenges and partner
with them for success. During this course, you will examine
the first and second phases: Introductions and Exploring
Needs. The next course, Advancing from Discovery to Strategic
Partnership, addresses the third and fourth phases: Creating
Options and Confirming the Relationship. |
Introductions
Introductions are the foundation of a client/prospect relationship.
Upon completing this section, you will be able to list the
three steps of introductions.
|
Exploring Needs
Exploring Needs is the most valuable phase in consultative sales for both
the client/prospect and the salesperson. During this phase, you can uncover
the client's/prospect's true needs. This phase of the consultative sales
process addresses:
- Implied and stated needs
- Value of the questioning process
- Asking strategic questions
- Listening skills
Upon completing this course section, you will be able to ask powerful
questions that uncover client/prospect needs. |
|
| Advancing
from Discovery to Strategic Partnerships
|
| You will cover a great deal of information and have
an opportunity to review it when you have completed this
course. Here is what you can expect: |
| The consultative sales process is a four-phase approach that helps you
identify client's/prospect's business challenges and partner
with them for success. In the previous course, you examined
the first and second phases: Introductions and Exploring
Needs. This course addresses the third and fourth phases: Creating
Options and Confirming
the Relationship. |
Revisiting Beginning the Discovery Process
In Beginning the Discovery Process, you learned about
the importance of listening. During this course, you will
learn the importance of analyzing the clients'/prospects'
words to understand the true meaning of their statements.
Fact, Pain and Impact
questions help you identify clients'/prospects' challenges.
Solution questions are asked only after the challenges
have been identified/clarified. In this course section,
you will review a case study for asking solution questions. |
Creating Options
During the Creating Options phase, your goal is to offer
appropriate solutions that specifically address your
clients'/prospects' needs. Upon completing this course
section, you will be able to explain how your staffing
solutions create unique advantages and benefits for your
clients/prospects. |
Confirming the Relationship
During the fourth phase of the consultative sales process, we confirm the sales
relationship. During this step we review the options presented and agree on how
we will work together. Upon completing this course section, you will be able
to list steps to confirm the relationship. |
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| Back
to Course Catalog |
Other tracks include
Staffing Consultant
Branch Manager
Leadership Development |
