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RCSA WLG Workshop 'Sales Skills for a Competitive World'
This site has been closed for registrations.
For further information, please contact Events NZ
at crollo@rcsa.com.au
The information below is provided as reference for those who have already registered. This service is provided by InfoTec Communications.
"Regardless of your position or experience, controlling the recruitment sales process is a fine art of continuous growth and skills development."
- Gaynor Lowndes MRCSA
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Gaynor Lowndes MRCSA, Director of the internationally renowned The Recruitment Training Company, invites all levels of consultants to join her in a step-by-step examination of the recruitment process, including cold calling and follow-up techniques, client visits, handling objections and closing.
This session is enriched with practical sales techniques that are guaranteed to maximize profit in these areas. It clarifies the recruitment process for newcomers to the industry, and provides more experienced consultants with essential skills for taking their billings to the next level.
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Workshop Overview
The following topics will be covering during the 3 hour interactive workshop.
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The Art of Prospecting
• Where to find prospects
• How to organise them and what to do with them
Cold Calling Techniques
• Overcoming call reluctance
• Setting a call objective
• The structure of the call
• Your voice and what it says about you
• Non-verbal body language
Client Visit
• Overview of client visits
• Setting a visit objective
• Structure of a client visit using needs/solution techniques
• Non-verbal body language - yours and your client’s
• How to close
Follow Up for Relationship Selling
• Why stay in touch
• How often to stay in touch
• Ideas for follow up
• 1-31 calls; use of phone
• E-mail and other forms of follow up
Handling Objections
• Role play your way to handling any objection
How to Close
• Asking for the order/advert/business
• When, why and how
Who should attend?
Newcomers to the industry, and more experienced consultants who wish to take their billings to the next level.
Methodology
• Group size limited to 16 participants
• Facilitated and interactive learning environment
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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.
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Where & When
Wednesday 23rd July 2008
Registration at 12:45pm,
Event from 1:00pm to 4:00pm
Willeston Conference Centre
Level 7
22-28 Willeston Street
Wellington NZ
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Investment
Member $450.00 including $50.00 GST
Non Member $675.00 including $75.00 GST
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Included
Workbook and afternoon tea
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CPE Points
Attending this program entitles you to claim THREE points towards APR Status.
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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
Version 1.0
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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 midday the 21st July 2008 unless booked out earlier.
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Click “Next” to Book
Please ensure that you complete your booking details carefully, including spelling of names, entering addresses and emails.
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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.
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