Candidate Centric Market Best Practices

Case Studies, Scenarios, and the Best Practices of top producers in the current Candidate Centric Market. Candidates are Crazy: Final Closing in a Hot Market (A Three Part Series) Enroll This market won’t last forever. And some of you are saying, “Thank God!” Your candidates can stay where they are and get huge raises, or answer one of the many LinkedIn Inmails from internal HR, or from your competitors or you, or, sigh, simply play you all against each other and go to the highest bidder. Or not. In the best employment market since the Clinton era, search firms are struggling! And why? Because they have updated their CRM’s, their social media profiles, and check all their internet job sites on their Apple watch, but they still use clunky closing techniques formed in a bygone era for a different breed of candidate. These sessions are no fluff. Verbiage. Step by step methods and a strategy on what to employ on what type of candidate and when in the placement process to employ it. Some are brand new techniques, and some are universal selling principles you used to know but have disregarded for too long. A lot of you are making the calls, getting the jobs, finding the candidates and getting the send [...]

Zig Ziglar’s Worst Nightmare: 100 years of Sales Training and Pseudo Self Help in One Hour 

  I believe it is harder to get established as a recruiter now than it used to be “back in the day.” Once upon a time, you hadto learn how to sell, and then howto apply those sales skills tomethodology of making placements. Pounding the phone atoned for a lot of sins for the unskilled. You could fall into things with effort. But in the contemporary search firm you need to learn  How to Sell Anything How to apply those sales skills to our process How to use the SAS of the office (email, social networking, job boards, search engines, aggregators) How to converse in a niche you have ABSOLUTELY no training in or knowledge of… And by the way, you have 8 weeks to pull it off or you are in deep trouble. So we take shortcuts. Guess which step suffers? Most of the firms I visit assume the people have sales skills, and only teach steps 2-4 and then suffer the consequences. In this webcast I will take decades of “sales literature”, greats like Ziglar and Hopkins and JD Edwards, and distill what they have taught downto some timeless and powerful techniques that STILL separate the wheat from the chaff, the top producers from the mediocre, and still form the cornerstone of success. And I will do it all in just about an hour. Member Price: Meeting on DVD: $107.99 Webcast On-Demand: $34.99 (FREE for Premium Members)