RCSA NSW Workshop, 'Sales Skills for Senior Consultants'

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For further information, please contact Events NSW at cpargeter@rcsa.com.au

The information below is provided as reference for those who have already registered. This service is provided by InfoTec Communications.

Learn the techniques that big billers use to close deals in this 4 hour intensive workshop with Gaynor Lowndes MRCSA. 

Session Summary
Participants will gain confidence in selling retained business and closing prospects using personality selling techniques.  They will also understand the importance of managing time effectively in the sale process. 

Workshop overview
Selling Retainers
1. Introduction to selling retainers

• What is retained business
• What are the benefits
• In what instances are retainers appropriate 

2. Concepts

• Overcoming negativity
• The fee for service concept 

3. Structure

• Introducing the concept
• Overcoming objections 

4. How to close

• Asking for the retainer
• When, why and how 

5. Role plays to build confidence in selling retainers 

Personality Selling
1. Introduction to personality selling techniques

• The DISC personality profile
• Recognising your dominant style
• Traits to help you identify particular styles 

2. Identifying the dominant personality style

• Environmental tips
• on-verbal body language 

3. Communicating

• Selling to particular styles
• Communicating techniques
• Closing to each style 

Managing your time effectively

• What exactly is time management
• Where are YOU spending your time
• Is it effective for peak performance
• How to structure your day for peak performance
• Tips from the experts 

Methodology
Group size limited to 18 participants
Facilitated and interactive learning environment 

Who should attend
Senior consultants and business development managers who want to learn the techniques that big billers use to close deals. 

Included
Workbook and afternoon tea  

About the Presenter
Gaynor Lowndes MRCSA
Gaynor Lowndes MRCSA has over 20 years' experience in the recruitment industry and understands its challenges. As a consultant, Gaynor was consistently a top performer in both Australia and the UK. She has extensive operational and sales experience, having worked with small, medium and large players in the recruitment industry. 

From 1988 to 2001, Gaynor concentrated on major account development, implementation and management, selling in excess of AU$50million in the banking and finance sector. She was also involved in the implementation of the Olympic Labour Network, and took the concept to market during 1999. 

In April 2001, Gaynor set up The Recruitment Training Company in response to market demand. Since inception, Gaynor and her team have trained hundreds of recruiters and have written many tenders for clients within Australia. The phenomenal success of the business lies in the 'real life' training she has developed, which is delivered with passion, and is peppered with anecdotes to aid learning. 

As well as training, Gaynor consults to recruitment businesses. She also writes articles regularly for recruitment publications both locally and in the UK. She launched her first book “The Art of Recruitment” in July 2004. 

When & Where
Thursday 5th June 2008
Registration at 12:45pm
Event from 1:00pm to 5:00pm 

RCSA NSW
Level 6
17 Castlereagh St
(Between Hunter St & Martin Place)
SYDNEY  NSW 

Investments
Member $434.50 including $39.50 GST
Non Member $651.75 including $59.25 GST 

Inclusions
Workbook and afternoon tea 

APR Points
Attending this program entitles you to claim FOUR points towards APR Status. 

Information Prepared by
Jeni Smith - Continuing Professional Education Administration
RCSA New South Wales & ACT
Level 6 / 17 Castlereagh Street
SYDNEY, NSW 2000
P: +02 9922 3477
F: +02 9922 3443
E: jsmith@rcsa.com.au
www.rcsa.com.au 

Booking Terms & Conditions
This event is governed by the RCSA Terms and Conditions. These are located on the RCSA Website at www.rcsa.com.au/documents/terms_and_conditions_events.pdf. 

This event will be open until the Close of Business on 3rd June 2008 unless booked out earlier. 

Click “Next” to Book
Please ensure that you complete your booking details carefully, including spelling of names, entering addresses and emails. 

Payment accepted online by American Express, Diners Club, MasterCard and Visa.

For help, please see the Terms and Conditions or contact the RCSA on the details above for further information.