The 3 possible call outcomes – and which one to avoid
The 4 “commitment killers” and how to avoid them
A permission-based question technique to help you learn about competitors your prospect or candidate may be considering
The 4 step process to helping ensure you have commitment from prospects / candidates
Part of being successful in sales and in recruiting is knowing how to “move others”. But advancing others can be a complex and difficult task. Before people make decisions that involve change, they need to be comfortable that they have minimized risk. They also need to be reasonably assured that the change will help them achieve their goals (aspirations) or will help them avoid that which is unpleasant or undesirable (afflictions).
Gaining commitment and influencing begin with knowing what you want the other person to agree to. But commitment is not automatic. Even if your prospect or candidate seems enthusiastic or highly interested in your opportunity, it can be dangerous to assume that they are committed to making a change.
If you’ve ever had prospects drop out of your pipeline – especially late in your process – it is often because you may have missed some critical steps related to building commitment and influencing. So often on our calls with recruiters, we catch them making costly assumptions about interest that proved incorrect. In addition, if you have lost prospects to your competitors, or to counter offers, you may have missed some key steps in gaining commitment.
This advanced training focuses on key, practical, specific tools and techniques that help you ensure that you have followed the “best practices” when it comes to gaining commitment and influencing your prospects and candidates.
For maximum benefit from this course, we highly recommend you complete our other trainings (RSS 101; RSS 102; RSS 103; RSS 104) – or other equivalents -- prior to registering for this one. We approach this training with some assumptions about your ability to uncover and develop explicit needs and value – as well as your comfort with managing objections.
Our class schedule is customized to meet your needs.
Contact us and we'll work with you to set up a time that is best for you!