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Training Library
Training Library
The AccordingToDanny Training Library contains information about every aspect of the placement process. It will provide you with in-depth information you can use to make more placements.
Planning
Elements of an Effective Recruiting Plan
How Hot is Your Hot Sheet?
Numbers, Ratios and Goal Setting
Planning for The Perfect Day
Structured Day
Ten Rules of Planning
The Single Biggest Mistake Made By Rookies
Marketing
2 Creative Ways to get a call back from Human Resources!
Dealing with Human Resources
Emailing Presentations
Fake It Until You Make It
Four Requirements to Market Candidates Off the Web
Getting Past the Gatekeeper
Internet Postings & Ads - Tracking
MPC - Definition and Criteria
MPC Calls
Rain Man Close or Varying Comp Close
Reference Check Marketing
Sales Strategies for the Contemporary Sales Recruiter: Measuring Your Client's Pain
The Single Biggest Mistake Made By Rookies
Voice Mail - Leave a voice mail that will increase your rate of calls back!
When Does a Company Become a Client?
Objections
Candidate Objections
How Did You Get My Name?
I Don't Know Anybody
I Get These Calls All The Time
I Have A Non Compete
I'm Not Looking
I've Heard Bad Things About the Company
That Position is a Step Below Where I Am Now
What Does the Job Pay?
Client Common Objections
HR Recruiter working on it with social networking and online job boards
I Have No Openings
I Only Pay X% - Not What You Charge
I Only Promote from Within
No Safe Questions
Principles of Marketing Objections
Renege on agreed upon fee after the Fact
Steps to Overcoming Objections
Vendor List Blues
We Don't Use Agencies
We Work with Another Agency Exclusively
We're running an ad/posting on the Net.
We've done a lot of business this year, we want you to take less money
Yes, We Have an Opening, but Call Back Later
You need to call HR and get on our approved vendor list
Your Fee is Too High
Client Situational Objections
Client is Slow to Make an Offer
Client won't call back?
Don't Solicit Our People
Following Up on an Emailed Resume
I'm Not Very Excited About This Resume
They Love Your Candidate - The First They Have Interviewed, BUT
We Already Know the Candidate
We Want to Make the Offer Ourselves
Your candidate is too light.
Your Client Insists on Hiring a Lost Cause
Your Client Likes Both Your Candidates
Reference Check Objections
Reference Check Objections
Job Order
But they won’t send the fee agreement back!
How to Write a Job Order
Job Order Check List
Key Job Order Questions
Measuring Company Urgency
Measuring Search Urgency
Rain Man Close or Varying Comp Close
Should I Recruit On It? "A" Jobs vs "B" Jobs
Testing your Job Order
The Classic "Qualifying of the Fee"
The Lightweight Syndrome
The Presentation Call
We Want A Longer Guarantee Period
Recruiting
Browsers vs. Shoppers
Counteroffer - Pre-Emptive Close
Counteroffer Qualification Questionnaire
Fear of Change
File Calls - How to Use Them to Test a Job
Five Ways to Maximize the Value of the Internet in Recruiting
Getting Past the Gatekeeper
I Can't Refer You To Anyone, No One I Know Is Looking
I Know Someone, But Let Me Call Them First
Measuring Candidate Commitment
MPC - Definition
Principles of Recruiting
Qualifying Candidates
Reference Checks
Referrals
Relocation - Ask the Right Question
Structured Interview Outline
The Cold Recruiting Call
The Recruiting Call - Rolling Out Your Job
Verification of Education
Voice Mails and Recruiting
What does the position pay?
What else have you got going?
Working with Spouses and Significant Others
End Game
Candidate Management
7 Essential Closing Questions
Candidate Control
Candidate Keeps Calling
Candidate Urgency 101
Changes in Candidate Behavior
I think I may be losing this deal...
Ten Classic Closes
Working with Spouses and Significant Others
Candidate Prep and Debrief
Candidate Debrief - A Key First Question
Candidate Interview Prep
Follow Up Debrief: Candidate
Interview - Attendance Questions
Interview Cancellations (Less than 24 hours before interview)
Interview Cancellations (More than 24 hours before interview)
Phone Interview
Client Management
Firing Clients
How To Debrief A Client
Prepping Clients
Ten Classic Closes
Where is the Offer?
Counter Offer
5 Step Guide to Covering Counteroffer
Counter Offer Qualification Questionnaire
Covering Counter Offer
Have you thought about giving notice?
I'm not going to take a counter offer, BUT they have asked me to go to dinner. I feel like I owe it to them.
Pre-emptive Counteroffer Close
Preparing for Counter Offer
The New Face of Counter Offer
What's Your Price Close
Giving Notice
Resignation
Resignation Training
Offers
Acceptance - Post Placement Call
Closing The Candidate on Money
Making An Offer - 2 Call Close
Post Placement Client Followup
Ten Classic Closes
Retainer
Convincing Elements
Definitions
Selling Retainers to Clients
The Retained Search Process
The MPC Approach to Marketing for Retainers
Why Consider Retained Search?
Staffing / Temp
1.) Sales
51 Ideas to Get You In Front of the Customer
Acting as a Subvendor - When Pricing is Too Low
Consultative Selling
Lg. Accts - Onsite Manager Self Assessment
Liquidation Period
Questions for Existing Customer
Sales Obj - I used to work for your competitor
Sales Obj - I've had a bad experience with your company
Sales Obj - I've had so many firms like yours call me recently
Sales Obj - Not Many Needs
Sales Obj - Satisfied with Current Supplier
Sales Obj - Send Me Literature
Sales Obj - We don't use
Sales Obj - We're cutting back/We're laying off
Sales Obj - We're under contract
Sales Obj - You're all the same
Sample Questions for a Sales Call
2.) Job Order
Gaining Job Orders
Pricing - Industry Standards
Testing your Job Order
3.) Recruiting
Interview - Attendance Questions
Interview - Basic Phone Screen
Interview - Creative Thinking/Problem Solving Questions
Interview - Integrity/Honesty Questions
Interview - Miscellaneous Good Questions
Interview - Motivation Questions
Interview - Organization Questions
Interview - Personality/Temperament Questions
Interview - Quality Questions
Interview - Questions to Reveal Past Mistakes
Interview - Team Player Question
4.) Closing
Lg. Accts - Transition Letter to Client
Lg. Accts - Transition Letter to Existing Contract Employees
Lg. Accts - Transition Letter to Previous Vendor
Lg. Accts - Transitioning Workforces
Rookie Tracks
Introduction
Week One - Day 1-Planning & Numbers
Week One - Day 2-Marketing
Week One - Day 3-Client Objections
Week One - Day 4-Job Orders
Week One - Day 5-Qualifying Fees
Week Two - Day 1-Recruiting
Week Two - Day 2-Candidate Seriousness
Week Two - Day 3-Presentations, Preps & Debriefs
Week Two - Day 4-Counter Offer, Closing
Week Two - Day 5-Resignation, Onboarding
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