TRAINING RESOURCES

Handling Objections Resource Guide:
Contains the principles and support tools for handling objections in the staffing industry. This training guide includes not only the process to follow, but the “how-to” formula for successfully handling objections and the support tools to help account representatives with their daily sales initiatives.


• Questioning and Needs Identification Resource Guide:
  Contains the principles and support tools for probing and uncovering needs in the staffing industry. The guide includes the key formula for successfully uncovering key buying motives or “hot buttons.” In addition to the probing tools and questions to ask, you will receive an exclusive process to follow and the support tools to help account representatives with their daily sales initiatives.
  
  
• Appointment Setting Resource Guide:
  Contains the principles and support tools for effective appointment setting in the staffing industry. This training guide includes the “how-to” formula for successfully setting appointments utilizing “benefit statements,” You will also receive the appointment setting process to follow, along with the support tools and examples to follow.
  
  
• Multi-Level Selling and Decision-Maker Identification Resource Guide:
  Includes a comprehensive higher-level selling guide to identify key decision-makers and develop key consultative sales. This product includes a complete training guide with all of the “do’s and don’ts” for effective multi-level selling. Learn critical success factors that allow you to effectively identify and sell to various types of decision-makers.
  
  
• Staffing Industry Selling Resource Guide:
  Provides a practical step-by-step process to follow to ensure that sales are achieved. The steps teach salespeople a “best in class” process to follow that ensures consistency with their sales efforts. The end result will be increased business.
  
  
• Sales Management Resource Guide:
  Provides a practical step-by-step sales management system to follow to ensure sales representatives are properly managed. The steps show the sales manager how to effectively manage high performers and how to increase the results from low performers. This training guide also includes ideas for sales meetings to keep the sales force motivated and productive.
  
  
• Recruiters Interviewing Resource Guide:
  Provides an interviewing process with interviewing questions that uncover the skills, abilities, behavior, and character of a candidate. This product includes a complete training guide with all of the “do’s and don'ts” for effective interviewing. Learn critical success factors for attracting quality talent.
  
  
• Recruiters Negotiating Skills Resource Guide:
  Provides a negotiating process with negotiating responses and probing questions that determine company needs. This product includes a complete training guide with all of the “do’s and don’ts” for effective negotiating. Learn critical success factors for effectively negotiating with the candidate/employee and prospect/customer.
  
  
• Communication Resource Guide:
  A complete training guide with all of the “do’s and don’ts” for effective communication. The guide includes training for listening, probing, and questioning skills. Learn critical success factors for effectively communicating with the candidate/employee and prospect/customer.
  
  
• Service Delivery Resource Guide:
  A training guide with the critical “do’s and don’ts” for effective customer service. Included are a service process and guide for properly recruiting and screening, plus a quality assurance process to follow. Skill building training is included that demonstrates how to properly provide customer service that will “delight” your customers.
  
  
• Vendor Onsite Sales Resource Guide:
  Provides a complete training guide for strategically selling vendor on premise staffing solutions. Our guide includes all the sales support documentation and tools needed to successfully sell an onsite management solution.
  
  
• Vendor Onsite Implementation and Service Resource Guide:
  A complete training guide for implementing and servicing vendor on premise staffing solutions. Our guide includes implementation and service support documentation and tools needed to successfully create successful long-term onsite management solutions.

Solution Generation Questioning Template Resource - Probing tools and questions that uncover needs so the account representative can use a prospect’s “hot buttons” to provide valuable solutions.


• Handling Objections Template Resource - Have at your fingertips the staffing industry’s cutting edge answers to common objections.
  
  
• Account Representative and Manager Hiring Guide Template Resource - Questions for hiring top sales performers and managers. Interviewing questions to ensure that you hire the “best” candidate for the job.
  
  
• Vendor On-Premise Selling Template Resource - Tips for selling a vendor on-premise onsite staffing solutions.
  
  
• Pre-Call Planning Template Resource - For use by account representatives to ensure that each sales appointment is productive.
  
  
• Sales Coaching Template Resource - For use by managers to ensure that each sales appointment is productive. Also useful for the sales manager in critiquing the call and giving valuable input.
  
  
• Sales Activity Tracking Weekly Report Template Resource - Great tool to monitor sales activities on a weekly basis.
  
  
• Sales Management Top Target Report Template Resource - Effective management tool to ensure that monthly progress is made on top targeted accounts for your company.
  
  
• Top 50 Probing Staffing Industry Questions Template Resource - Leading probing questions to assist your organization in understanding and uncovering key buying motives.
  
  
• Skill Selling Template Resource - A easy-to-follow format for creating “winning” telephone skill selling scripts.
  
  
• Quality Assurance Questionnaire Template Resource - Ensure that temporary employees are meeting (and exceeding) customer expectations. Sample surveys are included.
  
  
• Additional Template Resources
  If you don’t see the Template you are looking for, just let us know. We may have one available or we can create a customized template for a very low cost!

* The price includes the template resource only; telephone conference time can be purchased for an additional fee (see the SERVICES page for information).

We feel that Theresa's background, techniques, and training style has been highly effective in changing behaviors in our company. Those changes have been instrumental in measurable successes since the training has started! If you should make the decision to use Theresa's service I predict that you would quickly see that you have made an investment in your company's future.