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RECRUITING AND COACHING HOW TO HANDLE OBJECTION AND CLOSE THE RECRUITING SALE COACHING NEW U.T.C TO BECOME PROFESSIONALS BY JIT SINGH.

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Presentation on theme: "RECRUITING AND COACHING HOW TO HANDLE OBJECTION AND CLOSE THE RECRUITING SALE COACHING NEW U.T.C TO BECOME PROFESSIONALS BY JIT SINGH."— Presentation transcript:

1 RECRUITING AND COACHING HOW TO HANDLE OBJECTION AND CLOSE THE RECRUITING SALE COACHING NEW U.T.C TO BECOME PROFESSIONALS BY JIT SINGH

2 RECRUITING AND COACHING HOW TO HANDLE OBJECTION AND CLOSE THE RECRUITING SALE COACHING NEW U.T.C TO BECOME PROFESSIONALS BY JIT SINGH

3 RECRUITING AND COACHING HOW TO HANDLE OBJECTION AND CLOSE THE RECRUITING SALE COACHING NEW U.T.C TO BECOME PROFESSIONALS BY JIT SINGH

4 HOW TO FIND WINNERS RECRUITING IS A SALES PROCESS WHY IS PROSPECTING SO IMPORTANT TO YOUR AGENCY? PART 1

5 CHARACTERISCTICS OF AN EFFECTIVE ADVERTISEMENT. HOW CAN YOU MAKE YOUR AD STAND OUT FROM ALL THE OTHER ADS? LARGE DISTINCTIVE STRESS TRAINING BELIEVABLE STRAIGHT FORWARD INSTRUCTIONS WHERE TO CALL

6 CLOSE FRIENDS CLERGYMEN REFERAL – THE ADVANTAGES OF ASKING FOR LEADS FROM EACH OF THESE GROUP OF PEOPLE RESPONSIBLE BUSINESS PEOPLE SATISFIED CLIENTS

7 WHAT QUALITIES WILL YOU LOOK FOR WHEN YOU ARE SCOUTING WITH AN EAGLE-EYE THE EAGLE-EYE METHOD THE EAGLE-EYE METHOD EXECUTIVE RECRUITING EXECUTIVE RECRUITING IN YOUR BUSINESS, WHO SHOULD YOU CONTACT FOR QUALITY RECRUITING LEADS?

8 HOW TO HANDLE RECRUITING OBJECTIONS AND CLOSE THE RECRUITING SALE WHY IS RECRUITING IMPORTANT TO YOU AND YOUR AGENCY? RECRUITING / HIRING IS A SALES PROCESSS PART 2 THIS SESSION WILL TEACH YOU HOW TO HANDLE INTERVIEWING OBJECTIONS

9 REVIEW KEY POINTS RECRUITING IS A SALES PROCESS AN OBSTACLE IS A GENUINE REASON WHICH CANNOT BE OVERCOME AN OBJECTION IS AN EXPRESSION OF REAL CONCERN OR DOUBT WHICH MUST BE OVERCOME ….IF YOU KNOW HOW

10 SOME OBJECTIONS MUST BE HANDLED BEFORE THEY COME UP ESTABLISH CREDIBILITY TO CLOSE INTERVIEW – WHAT ARE SOME OF THE POINTS YOU’LL USE TO CLOSE THE INTERVIEW

11 THE CLOSE A.TO BEGIN THE CLOSING PROCESS, REMIND THE RECRUIT OF THE ‘WE SELL YOU, YOU SELL US’ B.THE INITIAL CLOSE: MR. LIM WHY DO YOU THINK THIS WOULD BE A GOOD MOVE NOT JUST FOR YOU, BUT FOR US

12 PART 3 PART 3 HOW TO TRAIN WINNERS HOW DO YOU PREPARE PEOPLE FOR CLASS ROOM TRANING? WHO SHOULD CONDUCT THE CLASSROOM TRAINING? HOW DO YOU TRAIN PEOPLE? HOW ‘EXACTING’ SHOULD YOU BE? HOW DO YOU BALANCE PRAISE / CRITICISM? FIVE STRATEGIC QUESTIONS :

13 TWO TRAINING AXIOMS:- CRITICIZE THE PERFORMANCE PRAISE THE PERFORMER  THE GOLDEN RULE  PRAISE IN PUBLIC  PUNISH IN PRIVATE

14 HOW TO KEEP WINNERS PART 4

15 THE INITIAL ORIENTATION: REVIEW THEIR JOB DESCRIPTION ESTABLISH SPECIFIC OBJETIVES AND REVIEW DATES EXPLAIN WHEN/HOW YOU PAY LEARN THEIR GOALS

16 YOU CAN’T MANAGE PRODUCTIVITY YOU CAN MANAGE ACTIVITY

17 ACTIVITY CHART: ESTABLISH ANNUAL INCOME GOAL DETERMINE AVERAGE EARNINGS PER SALE DETERMINE PRESENTATION REQUIRED PER SALES DETERMINE EARNINGS PER PRESENTATION DETERMINE CONTACTS PER PRESENTATION

18 ACTIVITY CHART: DETERMINE EARNINGS PER CONTACT DETERMINE WEEKLY INCOME OBJECTIVE DETERMINE DAILY INCOME OBJECTIVE DETERMINE DAILY CONTACTS REQUIRED TO REACH ANNUAL INCOME OBJECTIVE

19 THE PEAKS AND VALLEYS

20 THE FIVE R’S OF RETENTION RECOGNITION RESPONSIBILITY RESPECT ROLE MODEL REWARD


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