The 'Selling to Employers' workshop is a one-day training program aimed at enhancing the abilities of job brokers and employer engagement teams. It covers essential sales strategies, methods, and processes while providing tools to address employer preconceptions regarding job seekers with barriers. Feedback from previous clients highlights the workshop's effectiveness in boosting team skills and advancing organizational goals.

1. Selling to Employers One day bespoke training workshop For Job Brokers and Employer Engagement teams

2. Overview Selling to Employers is the definitive one day training workshop designed to maximise the efficiency of Job Brokers and Employer Engagement teams –

3. The following slides have been selected to provide an overview of the course and a taster of the content Selling to Employers

4. Workshop Objectives Provide the tools to acquire and develop sustainable vacancies Overcome employers pre-conceptions of individuals with barriers to work Define the sales process Provide a framework for sales Unravel the mysteries of sales Provide the motivation and skills to step out into sales Outline the key elements of a successful sales strategy

5. Introduction to Selling Definition of the word Sell • verb persuade someone of the merits of.. (a product or service) Origin- Old English. Source-Oxford dictionary

6. Introduction to Selling Definition of the word Buy • verb informal acceptance of the truth. Origin- Old English. Source-Oxford dictionary

7. Employers Motive Behaviour Style Decides on Justifies with Assure Logic Emotion Analyse Logic Logic Achieve Emotion Logic Associate Emotion Emotion

8. Methods of Selling Advertising E-mail Campaign Viral Marketing Direct Mail Campaign Advertorial Website Sponsorship

9. The Sales Process The selling process has six key steps. Prospecting Initial contact Presentation Handling objections Closing the sale Follow-up and service after the sale

10. Seven Point Sales Plan 1 - Plan 2 - Intro 3 - Bridge 4 - Question 5 - Summarise 6 - Sell 7 - Close The Essential Conversational Framework

11. First Contact Establish Employer trust Build rapport Smile Use name Sincere and friendly Professional greeting Professional Image Be on time Body language and eye contact Firm Handshake

12. Point 3 – Bridge The purpose for the call or meeting “ Relevant” statement followed by an OPEN question Link between introduction and questioning Attention grabber Used to set the scene

13. Point 4 - Question Why Question? Four key objectives of questions To discover the employer's key driver To establish employers criteria To agree on a time frame for completion of recruitment process To gain agreement on the need before beginning the actual presentation of benefits Gear questions to the benefits of your service

14. Effective Listening Skills The do’s Capitalise on speed of thought We can speak at 125 - 150 words per minute We can hear at 600 words per minute Use the spare time to Anticipate where the conversation is going Mentally summarise the message Formulate a response Read between the lines Use silence strategically

15. 5 main Benefit Groups Time Money Hassle Maintaining productivity Peace of mind

16. Closing Strategies Your attitude makes a huge difference ABC - Always be Closing Understanding what the employer wants and needs Recognise buying signs Make the decision to close the sale Assume the sale

17. Objection Handling Bridge Question Summarise Sell Close

18. Customer Profiles The following questions will stimulate your thinking when it comes to developing your ideal customer profile. What size of organisation? What market sector/s? Who specifically will be making decisions and what are their business titles? Who will be attracted by your uniqueness? Which of your existing employers were the easiest and quickest to convert? What similarities do these customers possess?

19. Sales Strategy Tools and Systems The Three key Questions Who do I need to call? When do I need to call them? What do I need to say?

20. Sales Strategy

21. Vision – Strategy - Tactics

22. 'AIDA' Awareness Interest Desire Action

23. What GGT’s Clients Say... London Borough Harrow “ This workshop is a must for every organisation which engages with employers and has a desire to fully develop the skill and proficiency of their team”

24. The Cardinal Hume Centre Having spoken to my employment team yesterday, I'd like to take the opportunity to express sincere thanks for delivering such an effective and relevant training session last week. Already, we're in discussion about how your insightful advice will impact the shaping of our service. Many thanks for sharing your expertise with the team as we move forward in promoting the unique opportunities the centre has to offer both employers and beneficiaries.

25. What GGT’s Clients Say... Hackney Independent Living “ Hackney Independent living commissioned GGT Solutions to deliver training for key employee groups within our organisation. We were incredibly impressed with the service we received, their professionalism from consultation and design through to delivery and aftercare was first rate. Our delegates fully enjoyed the sessions and the impact on our business is tangible and ongoing".

26. Booking Details For further information or to book this workshop please contact GGT Solutions T: 020 3004-8482 F: 020 3292-1789 E: info@ggtsolutions.co.uk