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<div align="left"><font color="#FFFFCC" size="3"><font face="Arial, Helvetica, sans-serif" color="#000066"><font color="#FFFFCC" size="2"><font size="3"><font color="#990000" size="2">WHAT
YOU WILL GET FROM THIS COURSE</font><font color="#990000" size="2"></font><font color="#000066" size="2"><br>
Everything a recruitment consultant needs to know to make successful calls,
deal with objections and win new business</font></font></font></font></font></div>
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<td rowspan="2" width="25%" valign="top"><font face="Arial, Helvetica, sans-serif" size="2"><font
color=#000066>Part 1</font>...Call Planning<br>
<font
color=#000066>Part 2</font>...Call Structure<br>
<font
color=#000066>Part 3</font>...The Receptionist<br>
<font
color=#000066>Part 4</font>...The Secretary<br>
<font
color=#000066>Part 5</font>...The Decision Maker </font></td>
<td rowspan="2" width="27%" valign="top"><font face="Arial, Helvetica, sans-serif" size="2"><font
color=#000066>Part 6</font>....Questioning Skills<br>
<font
color=#000066>Part 7</font>....Objections<br>
<font
color=#000066>Part 8</font>....Closing the Sale<br>
<font color="#000066">Part 9</font>.... Networking<br>
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<p><img src="http://www.sales-solutions.co.uk/Pics-Transfered%20From%20NEW%20Salesol/who%20should%20attend.jpg" width="165" height="25"><br>
<font face="Arial, Helvetica, sans-serif" color="#000066" size="3">Designed
for consultants who are new to <br>
recruitment or have less than 12 months' experience</font></p>
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<td valign="top" height="50" width="25%"><font face="Arial, Helvetica, sans-serif" color="#000066" size="2">8:45</font><font face="Arial, Helvetica, sans-serif" size="2">...<font
color=#990000>Tea/Coffee</font><br>
<font
color=#000066>9:00</font>...<font color=#990000>Morning start</font>
<br>
<font
color=#000066>11:00</font>..<font
color=#990000>Tea/Coffee</font> (10 mins)<br>
</font></td>
<td height="50" valign="top" width="27%">
<p><font face="Arial, Helvetica, sans-serif" size="2"><font face="Arial, Helvetica, sans-serif" size="2"><font
color=#000066>12:45</font>..<font color=#990000>Lunch in restaurant<br>
</font></font><font color=#000066>1:30</font>....<font
color=#990000>Afternoon start</font> <br>
<font
color=#000066>2:45</font>....<font
color=#990000>Tea/Coffee</font> (10 mins)<br>
<font
color=#000066>4:30</font>....<font
color=#990000>Finish</font></font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Part
1 </font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<p align="center"><font face="Century Gothic" size="2"><font color="#990000">Call
Planning</font></font></p>
<p align="center"><font face="Century Gothic" size="2"><font face="Century Gothic" size="2"><font face="Century Gothic" size="2"><font color="#990000"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Man%20on%20phone.jpg" width="111" height="76"></font></font></font><font color="#990000"><br>
</font></font></p>
<p align="center"> </p>
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<td width="40%" height="115" valign="top">
<p><font face="Century Gothic" size="2" color="#000000">Time management plans
rarely last for more than a few weeks because they are too rigid and cause
problems when the unexpected crops up (which it does most days).<br>
A good CALL MANAGEMENT PLAN is different and can have a serious effect on
success without tying you down.</font></p>
<p><font face="Century Gothic" size="2" color="#000000">Mixing new business
calls with follow up calls can be VERY counterproductive and is a great way
of losing new business. A good call management plan will prevent this from
happening.</font></p>
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<td width="41%" height="115" valign="top">
<p><font face="Century Gothic" size="2" color="#000000">We show you how to
design an effective call management plan that will keep you on target and
free up time for other activities. It is also good for morale.</font></p>
<p><font face="Century Gothic" size="2" color="#000000">We explain why it is
important not to mix new calls with follow up calls and we look at how to
keep yourself motivated whilst prospecting for new business.</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">
Part 2</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<div align="center">
<p><font face="Century Gothic" size="2"><font color="#990000">Call Structure</font></font></p>
<p><font face="Century Gothic"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Call%20structure.jpg" width="70" height="90"></font></p>
</div>
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<td width="40%" height="147" valign="top"><font face="Century Gothic" size="2" color="#000000">There
are <b>EIGHT</b> important elements that make up a good structured sales call.
Miss one out or get them the wrong way round and you run the risk of losing
business and wasting all the time you put into getting through to a decision
maker in the first place.</font></td>
<td width="41%" height="147" valign="top"><font face="Century Gothic" size="2" color="#000000">We
have an excellent tried and tested system that is used by the UK's top consultants.
It will make sure you get all the parts in the right order to prevent you from
needlessly losing sales.</font></td>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2"><font color="#FFFFCC">
<font color="#FFFFFF">Part 3</font></font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<p><font face="Century Gothic" size="2"><font color="#990000">The Receptionist</font></font></p>
<p><font face="Century Gothic"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Angry%20woman.jpg" width="100" height="120"></font></p>
</div>
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<td width="40%" valign="top"><font face="Century Gothic" size="2">Why are some
receptionists so helpful and others a real pain? It may have a lot to do with
the fact they get dozens of sales calls every week, many of which are from
salespeople who approach receptionists the wrong way and get little or no help.</font></td>
<td width="41%" valign="top">
<p><font face="Century Gothic" size="2">We will explain in detail, what you
should say in your initial call and how to say it for excellent results.</font></p>
<p><font face="Century Gothic" size="2">We explain what information you will
need from the receptionist and how to get it before approaching a decision
maker</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2"><font color="#FFFFFF">Part
4</font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<div align="center">
<p><font face="Century Gothic" size="2" color="#990000">The Secretary</font></p>
<p><font face="Century Gothic"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Wrong%20way.jpg" width="101" height="77"></font></p>
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<p><font face="Century Gothic" size="2">Many consultants get frustrated because
they can't understand why they should not be put through to the person they
want speak to. After all, if the person they were after were to give them
a chance they could prove it was for their benefit and not a waste of time!</font></p>
<p><font face="Century Gothic" size="2">The strategy is simple - you want to
speak to a decision maker. The real problem here is poor tactics. Most secretaries
get dozens of sales calls every week and just like the receptionist, they
can helpful if they want to be. <br>
The wrong approach using the wrong words and most secretaries will take the
easy way out and say that the person you want is not available. </font></p>
</td>
<td width="41%" valign="top">
<p><font face="Century Gothic" size="2">There is a special technique for talking
to secretaries and assistants if you want to be successful. In this section
we look at what to say and how to say it to convince a secretary that it is
okay to put you through to a decision maker.<br>
</font></p>
<p><font face="Century Gothic" size="2">We look at how to win the confidence
of a secretary and get all the information you will need before talking to
a decision maker.</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Part
5</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<td width="19%" height="113" valign="top">
<div align="center">
<p><font face="Century Gothic" size="2"><font color="#990000">The<br>
Decision Maker</font></font></p>
<p><font face="Century Gothic"><img width="90" height="110" src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Decision%20makers%202.jpg"></font></p>
</div>
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<td width="40%" height="113" valign="top">
<p><font face="Century Gothic" size="2">Decision makers who get plenty of sales
calls every week say that 90% of the consultants they speak to don't instil
enough confidence in them for them to want to continue the call. </font></p>
<p><font face="Century Gothic" size="2">There are <font color="#990000">EIGHT</font>
parts to a good call that must be put together in the right order if you want
to build enough confidence and rapport to win the business.</font></p>
</td>
<td width="41%" height="113" valign="top">
<p><font face="Century Gothic" size="2">We will explain in detail all <font color="#990000">EIGHT</font>
parts of this very successful formula. You will be able to structure a successful
call that will create confidence and rapport and win business.</font></p>
<p><font face="Century Gothic" size="2">We will also explain what to say when
a prospect throws difficult objections at you. (See objections section)</font></p>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2"><font color="#FFFFFF">Part
6</font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<td width="19%" valign="top">
<div align="center">
<p><font face="Century Gothic" size="2"><font color="#990000">Questioning
Skills</font></font></p>
<p><font face="Century Gothic"><img width="105" height="71" src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/lady%20talking%20with%20man.jpg"></font></p>
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<td width="40%" valign="top"><font face="Century Gothic" size="2">Questioning
skills used by top sales people have changed enormously in recent years, which
means they can ask the same question three or four different ways. This gives
them the edge they need to get the information they want and create rapport
at the same time.</font></td>
<td width="41%" valign="top"><font face="Century Gothic" size="2">There are
many different ways of asking the same question. We will show you how to turn
typical questions that everyone uses into something that will get better results
and build confidence.</font></td>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Part
7</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
</tr>
<tr>
<td width="19%" valign="top">
<div align="center">
<p><font face="Century Gothic" size="2" color="#990000">Objections</font></p>
<p><font face="Century Gothic"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Objections.jpg" width="70" height="90"></font></p>
</div>
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<td width="40%" valign="top">
<p><font face="Century Gothic" size="2">Recruitment consultants hear the same
objections stated a dozen different ways every week. <br>
Basically objections fall into <font color=#990000>FIVE</font> main categories:<br>
<font color=#990000>1) PRICE <br>
2) RELIABILITY<br>
3) PREFERRED SUPPLIER<br>
4) DON'T USE AGENCIES/ DO IT THEMSELVES <br>
5) NO REQUIREMENT<br>
</font></font></p>
<p><font face="Century Gothic" size="2">An objection is only a problem if you
don't have a good answer and most answers to objections are a bit on the thin
side and not good enough for most decision makers. <br>
Whether the main objection you have to face is on price or that your prospect
has a preferred supplier, or one of the many other objections you will come
across, if your answer is not good enough you have a problem.</font></p>
</td>
<td width="41%" valign="top"><font face="Century Gothic" size="2">There are
very important rules for dealing confidently with objections and whilst this
course comes with comprehensive answers to all the objections you will come
across, we will also provide you with the formula to write your own answers.
We look at how to manage objections such as <br>
<font
color=#990000>"You're too expensive" <br>
"Your competitors charge less than you"<br>
"How can you justify such a high rate?"<br>
"We have a preferred supplier"<br>
"What happens if they leave after a month?"<br>
"How can you prove your agency is reliable?"<br>
</font></font><font face="Century Gothic" color="#990000" size="2">"Put some
literature in the post"<br>
"We don't have a requirement"<br>
"We advertise ourselves"<br>
"Talk to HR"</font><font face="Century Gothic" size="2"><br>
Plus many more........................</font></td>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Part
8</font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<td width="19%" valign="top">
<div align="center">
<p><font face="Century Gothic" size="2" color="#990000">Closing The Sale</font></p>
<p><font face="Century Gothic"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Applause%20sign.jpg" width="111" height="75"></font></p>
</div>
</td>
<td width="40%" valign="top"><font face="Century Gothic" size="2">It's all too
easy to "win the business and lose the sale"<br>
Even the best salespeople sometimes have trouble closing the sale. There is
an art to choosing the right way to close and the right time to close. Get
it wrong and you will lose one sale in three that you should have won!</font></td>
<td width="41%" valign="top">
<p><font face="Century Gothic" size="2">We look at how and when to ask for
an order, what to do if your prospect needs further convincing and how to
negotiate good rates and preferred supplier status.</font></p>
<p><font face="Century Gothic" size="2">Buying signals, body and voice language
explained in detail.</font></p>
<p><font face="Century Gothic" size="2">We look at different ways of closing
the sale and at closing different types of buyer</font></p>
</td>
</tr>
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<td width="19%" align="center" height="16" valign="top" bgcolor="#990000"><font face="Century Gothic" size="2"><font color="#FFFFFF">Part
9</font></font></td>
<td width="40%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Issue</font></td>
<td width="41%" height="16" valign="top" align="center" bgcolor="#990000"><font face="Century Gothic" size="2" color="#FFFFFF">Solution</font></td>
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<div align="center">
<p><font color="#990000" face="Century Gothic" size="2">Networking<br>
More Business</font></p>
<p><font face="Century Gothic"><img src="http://www.sales-solutions.co.uk/Pics%20-%20Corbiz/Globe%205.jpg" width="112" height="86"></font></p>
</div>
</td>
<td width="40%" valign="top">
<p><font face="Century Gothic" size="2">Most decision makers know of other
companies/branches where they could help with introductions. The problem here
is that most consultants are unsure as to how they should approach this tricky
area.</font></p>
<p><font color="#000000" face="Century Gothic" size="2"> Networking is an art
and should be approached with the right tactics for best results.</font></p>
</td>
<td width="41%" valign="top">
<p><font face="Century Gothic" size="2">Networking can be the main source of
new business if done properly. <br>
</font></p>
<p><font face="Century Gothic" size="2"> We look at how networking works and
what the do's and don'ts are to get this important area right</font></p>
<p><font face="Century Gothic" size="2">We show you how to go about it, what
to say and when to say it for amazing results.</font></p>
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