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69 pages

English

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Description

"Talent Calling" is the indispensable sales book for recruiters. In this book, I discuss the secrets of calling candidates to establish meetings. You will discover ten steps which comprise effective candidate cold-calling. Traditional sales and whole brain thinking techniques are demonstrated in order to easily overcome candidate objections. In "Talent Calling," you're empowered with powerful scripts, techniques, candidate value statements, and strategies for circumventing gatekeepers, and much more. With the "Talent Calling" methodology, you transform "cold calls" into "warm calls." And you secure access to top talent faster than you thought possible.

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Gestion et management

Informations

Publié par	First Edition Design Publishing
Date de parution	15 juillet 2014
Nombre de lectures	0
EAN13	9781622876655
Langue	English

Informations légales : prix de location à la page 0,0420€. Cette information est donnée uniquement à titre indicatif conformément à la législation en vigueur.

Extrait

Talent Calling: Candidate Cold-Calling Competencies for Recruiters
Robert Paul Hart

First Edition Design Publishing
Talent Calling
Candidate Cold-Calling
Competencies for Recruiters

First Edition Design Publishing
Talent Calling
Candidate Cold Calling Competencies for Recruiters
Copyright ©2014 Robert Paul Hart

ISBN 978-1622-876-66-2 PRINT
ISBN 978-1622-876-65-5 EBOOK

LCCN 2014943191

June 2014

Published and Distributed by
First Edition Design Publishing, Inc.
P.O. Box 20217, Sarasota, FL 34276-3217
www.firsteditiondesignpublishing.com

ALL R I G H T S R E S E R V E D. No p a r t o f t h i s b oo k pub li ca t i o n m a y b e r e p r o du ce d, s t o r e d i n a r e t r i e v a l s y s t e m , o r t r a n s mit t e d i n a ny f o r m o r by a ny m e a ns ─ e l e c t r o n i c , m e c h a n i c a l , p h o t o - c o p y , r ec o r d i n g, or a ny o t h e r ─ e x ce pt b r i e f qu ot a t i o n i n r e v i e w s , w i t h o ut t h e p r i o r p e r mi ss i on o f t h e a u t h o r or publisher .
To Emily Aquino Balansag
For your love, For your Inspiration
Preface
Introduction
So what will you learn in this book?
Rule of 3’s for Clients
Client Corporate Capabilities Statement
CHAPTER ONE
Candidate Cold Calling Dynamics
1.Introduction
2. Leading the Call
3. Creating Credibility
4. Eliciting Interest
5. Qualifying
6. Ability to Assist
7. Motivating
8. Guiding Meeting Options:
9. Obtaining Commitment
10. Confirming
Gatekeepers
CHAPTER TWO
Are you Open-minded?
Are you a serious career minded professional?
Isn’t it true that the most rewarding career opportunities with the most recognized companies are almost always never advertised?
How would you like to experience higher levels of career achievement?
How would you like to maximize your career potential?
Being interested in career success is a wonderful thing, don’t you agree?
Motivated people who take advantage of career opportunities are the most successful individuals, would you agree with that?
Phone Voice
Review
CHAPTER THREE
What is an Objection?
What is a Condition?
Twenty One Techniques to Overcome Candidate Objections
Best Practices
The Best Things In Life
Balance Sheet Close
CHAPTER FOUR
Hypothetical Cold Calling Scenarios
Do you desire greater career success?
Wouldn’t you like to do more, be more, and experience more success in your career?
Do you want to have the best and brightest career future?
Are you committed to your career success?
Isn’t it true that the most rewarding career opportunities with the most recognized companies are almost always never advertised?
Are you a serious career minded professional?
Are you open-minded?
Candidate Emails
Afterword
About the Author
Talent Calling
Candidate Cold-Calling Competencies for Recruiters

By
Robert Paul Hart
Preface
This book, “Talent Calling,” is unique. It is written by a recruiter for recruiters. However, in-house recruiters and HR professionals will find it helpful in calling talent. All of the scripts and techniques are based on sales, psychology, and nine years of experience in cold calling executive and mid-level professionals. Whether you’re a new or experienced recruiter, you will discover useful sales scripts and sales techniques in this step-by-step cold calling methodology.

So why is this book valuable? One word: SALES. This content develops strong selling skills in order to execute one of the most critical recruiting functions, cold calling candidates. In “Talent Calling,” I have revealed the actual scripts and techniques I have used throughout my career as a successful headhunter. If you utilize these scripts and techniques, you will become, with a little practice, an expert cold caller. Becoming an expert cold caller is vital to your career, as it secures access to top talent. If you are one of the minority of professionals who values learning new skills to achieve breakthrough performance, this book is for you. If you want to outperform and outsell your competition or colleagues, this book is for you. If you want to double or triple your earnings, this book is for you. Even if you do not agree with all the content, I’m confident that you will derive many benefits from “Talent Calling.”
Some of the competencies this book will help you develop include:
· Securing access to top talent, regardless of industry or profession
· Building better rapport with talented candidates
· Eliciting yes answers from candidates you call
· Creating credibility with candidates you never spoke with before
· Motivating and inspiring candidates to action
· Demonstrating ability to assist talented individuals
· Delivering candidate value statements to capture interest
· Circumventing the Gatekeepers
· Tactfully applying humor to build rapport, differentiate and overcome objections
· Overcoming candidate objections in a professional and highly persuasive way

In “Talent Calling,” the scripts and techniques are easily convertible for client cold calling. For the sake of clarity, I have provided specific examples of how easy it is to convert these scripts and objection-handling techniques for client calling.

Finally, as a professional headhunter, I always endeavor to provide maximum value to the clients and candidates who rely on my services. As a bonus, then, I have briefly discussed candidate email writing and the Balance Sheet Close. In Chapter 3, I explain how to use the Balance Sheet Close in order to overcome candidate hesitancy in accepting a career opportunity or overcome the inevitable counter-offers. Now it’s up to you to learn and practice these scripts and techniques to become one of the top recruiters.
Introduction
What is the secret of successful candidate cold calling? The secret is calling with proven scripts. A scripted call empowers you to communicate your message in a clear, concise and cogent way. A scripted call enables you to elicit higher levels of candidate interest. A scripted call demonstrates your ability to assist candidates in advancing their careers, whether or not candidates are considering career progression at the time of the call. In a cold call, you try to make a human connection with a candidate you never spoke with before. In a cold call, you motivate candidates to consider their unfilled potential or unimagined career opportunities. This is no easy task. Don’t worry. The scripts and techniques in “Talent Calling” will help you to initiate highly effective cold calls. Initiating cold calls with higher levels of competency is the first step in establishing new candidate relationships. If you conduct average calls, you will meet with mostly average candidates. If you conduct superior calls, you will meet with superior talent. “Talent Calling” provides the tools to develop new relationships with top talent.

Becoming an expert cold caller is vital for recruiting success. Because cold-calling candidates is one of the most important recruiting functions, becoming an expert at cold calling enables you to secure access to top talent. As a result, you achieve more meetings with more talented executives and mid-level professionals. Increasing the number of candidate meetings results in more placements and more satisfied clients, too. In cold-calling, every little improvement executed during the call contributes to candidate meeting success. Recognizing this, start now to practice and perfect your cold calling skills. Recognize that scripts enable you to quickly demonstrate your value and unique professionalism.

My goal in this book is to help you significantly improve cold-calling competencies. To help you master the phone as an instrument of influence. To help you possess the power of persuasion. To help you transform your “cold calls” into “warm calls.” This material will assist you in developing your own unique cold calling style. Developing your own calling style differentiates you from recruiters calling the same candidates. It is imperative to differentiate cold calls. Have you ever wondered why a candidate agrees to meet with one recruiter while rejecting others? Have you ever wondered why some recruiters struggle and struggle to obtain candidate meetings? These scripts and techniques offer a unique competitive advantage in candidate cold calling. In fact, what you learn in “Talent Calling” may prove the most valuable resource in your recruiting career. Ask yourself, what is it worth to possess the skills to interface with top executive talent, regardless of profession or industry? What is it worth to make more candidate meetings faster than you thought possible? What is it worth to possess the know-how to cold-call clients more effectively? These proven scripts and objection handling techniques are created to help you become an expert cold caller. If you master the “Talent Calling” methodology, you acquire a unique skill which few recruiters possess. Most recruiters have a fundamental deficit in basic sales skills. Developing cold calling skills helps you win more candidate business faster than you thought possible. In the increasingly competitive recruiting industry, developing new skill sets is the quickest way to increase your competitiveness and commissions.

Calling candidates to obtain meetings is essential for successful recruitment outcomes. Some recruiters do not develop their cold calling competencies. This is shocking, especially when considering how critical cold calling is to the recruiting process. How many recruiters do you know demonstrate excellence in cold calling? How many recruiters use effective candidate cold calling scripts? How many recruiters professionally and persuasively overcome candidate objections? Becoming an expert cold caller is essential for recruiting success. Becoming an expert cold caller results in interfacing with superior talent. Becoming an expert