PRODUCTS | ELEARNING | STAFFING INDUSTRY
Boost your employee's retention to its full potential with eLearning that combines proven sales training concepts with interactive modules.
Whether new to sales or a seasoned veteran, Butler Street's Become The Only Choice Sales Effectiveness Training for staffing professionals will sharpen skills with proven techniques and processes that provide the competitive edge needed for success.
Learn at your own pace and access when it's most effective. Courses include interactive modules, coaching moments, supporting worksheets and a variety of knowledge checks - all available 24/7 from computer, tablet or phone.
Sales Effectiveness for Staffing Industry - Comprehensive Course
Become the Only Choice Sales Effectiveness focuses on key skills:
Understanding the customer’s operating reality
Traditional vs. buying/decision process and what is needed to progress forward
Captivate, differentiate, and validate your value
Effectively question and actively listen to bring a customer to a need recognition
Overcome objections using LAER
Planning interactions that use all of these skills to reach your goals
Sales Effectiveness Course Modules
Introduction: Sales Effectiveness
In this introduction, you will meet the eLearning instructors, learn the best way to take the course and how to involve leadership in your learning plan.
The Four Cornerstones
Attitude, Personal Accountability, Perseverance and Habit are the cornerstones to every successful individual, team and organization. Learn to recognize how you use these cornerstones in your daily actions and where you can or should make adjustments that will lead to great results.
Ensuring you are adding value to your clients and prospects requires that you stop selling and start listening to understand. In this module, you will learn the difference between being in your operating reality and being in your client’s operating reality and how to overcome common barriers that make it difficult to advance client or prospect relationships.
The Buying/Decision Process
Everyone goes through a number of stages prior to making a purchase or decision. We call this the buying/decision process. There are five distinct stages to any decision process and understanding how a decision is made is not enough. You need to be able to add value at each stage of the process. This module covers how to add value at every stage of the decision process.
Planning for Effective Sales Calls
Every time you have contact with a prospect or client, it is an opportunity to create value. Wouldn’t it go to follow that you would plan these contacts in order to get maximum impact and assure the creation of value? Even all-star teams have a play book. They don’t simply walk out on the field and wing it – no matter how talented. In this module we share a clear process for preparing for any sales call to achieve your goal and advance the sale.
A Value Proposition is your business or marketing statement that summarizes why a client or prospect should buy from you. This statement should convince a potential buyer that your particular product or service will add more value or solve a problem better than other similar offerings. The ideal value proposition is concise and appeals to the buyer’s strongest decision-making drivers. This course provides a simple to understand, three-part formula for building value propositions.
The way a client need or problem is perceived is often dependent on where a contact “sits” within their organization. One of the big mistakes that sales people make is failing to put their solution into language that is meaningful to the buyer. The solution may indeed be exactly what the client needs, but by failing to tie it to their operating reality makes it hard for the buyer to see the value. This module shows how to identify the 4 major categories that make up your buyer’s persona so you can target your messages to what likely matters the most to them.
Prospecting & Social Selling
Successful prospecting requires skills in a variety of methods including email, over the phone, social media, networking and even text messaging. Every time you reach out to a prospect you are leaving an impression and have the opportunity to build your brand and provide insight about you, your organization, and how they will benefit from working with you. Gain useful techniques to stand out among the competition. Learn to craft attention-getting emails prospects will open and read. Leave voicemails that get call backs and use a three-step process to secure more appointments!!
Experienced salespeople know that questioning is like peeling an onion. You can suspect a few things about a client and their needs, but until you engage in a fact-finding conversation, you are really making an educated guess. Understanding how to uncover pain, create gap, and get your buyer to identify with your solution takes effective questioning skills. This course explains the 4 types of questions for sales communication using the acronym SIGN. Master these and your sales will soar!
To be effective in overcoming objections, you must understand that it is merely a request for more information. An objection means the buyer cares enough about you and the sale to want to explore it with you. They're telling you about a concern they have, in the hopes you'll help them resolve it. This module addresses the most common objections and gives you a four-step process to overcome every objection and advance the sale.
Tying It All Together
After completing each of the earlier courses covering the six key skills of Sales Effectiveness including Effective Questioning and Overcoming Objections, this module ties together each component in a full sales call plan, reviews key learnings from each section and includes a Final test of Become the Only Choice - Sales Effectiveness.
Download full SE course module descriptions
Building a solid foundation, seeing thru the clients' eyes, effective questions, win your play are just a few things I learned. The topics covered were important to our business and to our personal development - Joe Perrotta, Hire Dynamics
Recruiting Effectiveness for Staffing Industry - Comprehensive Course
Click on arrow to expand & contract course information
RE 100 | Recruiting Effectiveness Introduction
Become the Only Choice Recruiting Effectiveness focuses on six key skills: understanding the candidate’s operating reality, differentiating and communicating value, sourcing to attract top talent, asking effective questions to make the best match, handling objections and gaining commitment, and managing the candidate relationship. Use these skills to bring candidates through the decision process to increase talent acquisition effectiveness and drive retention and growth through referrals.
RE 101 | Four Cornerstones of Success®
Attitude, Personal Accountability, Perseverance and Habit are the cornerstones to every successful recruiter, team and organization. Learn to recognize how to use these cornerstones in daily actions and identify where adjustments need to be made that will lead to great results.
RE 102 | Operating Reality
Learn the difference between being in your operating reality and being in your candidate’s operating reality, a process to understand candidate decision drivers, and how to overcome common barriers that make it difficult to nurture and advance candidate relationships.
RE 103 | Candidate Decision Process
Candidates follow a specific decision process when exploring new job opportunities. This is called the decision process. There are five distinct stages to this decision process (as seen through the candidate’s operating reality) starting with (1) identify need, then (2) investigate options, (3) resolving concerns, (4) decision, and the final stage is to (5) implement. Understanding how a decision is made is not enough. You must know what occurs in each stage and what actions to take to move a candidate through the decision process.
RE 104 | Differentiating Messaging
Getting candidates to call you back requires the ability to craft a message that will captivate, differentiate and validate your value during every interaction. This course provides a simple-to-understand formula for building value statements that will resonate with candidates and fill more jobs.
RE 105 | Communicating Value
Once you have a strong value statement, crafting effective communications is much easier! Whether connecting over the phone with a candidate, leaving a voicemail, or sending messages through email or social media, using these best practices will ensure you are able to build trust and communicate value in the candidate’s operating reality.
RE 106 | Attracting Top Talent
A strong candidate funnel begins with multiple talent acquisition channels that lead to qualified and placed candidates. Building a great talent pool requires identifying the best lead sources, using effective job postings, following best practices in handling new candidate leads, and social selling principles to expand and engage your network.
RE 107 | Effective Questioning
Effective questions help gain candidate commitments at every stage of the decision process. Understanding how to ask great questions helps put you in the candidate's operating reality, uncover
needs and wants, advance the decision process, and help to pre-close the candidate before an offer is even made.
RE 108 | Overcoming Objections
Candidate objections are difficult to overcome when taken the objection as a personal rejection of you or a particular job. To be effective in overcoming objections, you must understand that it is merely a request for more information. Objections are often an indication that the candidate has concerns that must be addressed at that point in the decision process. This module addresses the most common candidate objections and gives you a four-step process to overcome every objection.
RE 109 | Managing Client Interactions
Gaining client commitment begins with being in the client’s operating reality - the ability to see problems and opportunities as they appear through the client’s eyes. Presenting the ideal candidate requires taking an effective job order, asking the right questions and considering client decision drivers so you can make the right match.
RE 110 | Managing the Candidate Relationship
If you are in your candidate’s operating reality, have understood his or her decision drivers through effective questioning, and confirmed the conditions of acceptance, then presenting and negotiating a job offer to close the candidate will be a piece of cake! The final stage of the decision process (implement) requires setting them up for success by leveraging onboarding best practices, regular follow-up and nurturing the relationship to become his or her career Agent.
RE 180 | Putting It All Together
After completing each of the earlier courses covering the six key skills of Recruiting Effectiveness, this final module reviews key learnings from each section and puts it all together with tools and templates for planning for success and tips to prioritize your recruiting efforts. A final test at the end covers all of the key concepts and skills in Become the Only Choice - Recruiting Effectiveness.