Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
CLOSING Decoded
LISTEN IN Training
WHAT IS LISTEN-IN?
Need a detailed training session for your team already done for you? Well this is the place! LISTEN IN on DEM Audio training and follow along with the Powerpoint. It's like having DEM in your office training your Recruiters!
Perfect for pretending you're "between calls". Access ± 1 hour-long audio training sessions and LISTEN IN on DEM training.
What you will learn in
CLOSING Decoded
Listen-In Training
Learn basic and advanced Closing techniques, and discover why Dem's agency has a 1% fallaway rate (17% better than average!).
Most of the time when deals go bad at the end, the Recruiter can look back and find something they did not say/ ask that cost that person the deal. In this section, Dem will walk you through the most critical parts of the process and expose you to the most effective way of debriefing and prepping clients and candidates in order to avoid those "surprises”.
Warning! May reduce tolerance for bad clients.
Closing complex Placements means sounding different. It's not enough to just get candidates out. You have to CLOSE!
DOWNLOAD THE POWERPOINT AND FOLLOW ALONG WITH DEM
CLOSING Decoded
Closing Unplugged: For Recruiters who like to learn between calls, caffeine, and chaos!
The Endgame:
The Basics of Closing Part I
It's not enough to just get candidates out. You have to CLOSE! Dem will talk in detail about making sure that there are no surprises at the end! Most of the time when deals go bad at the end, the Recruiter can look back and find something they did not say/ ask that cost that person the deal. In almost EVERY deal you lose, you were being sent signals, [sometimes muted, to be sure] and you chose to ignore them, or were too busy "overcoming the objection”. Included in this session: Fundamental Rules of Closing! Using the Debrief Call to Close. Final Interview CLIENT Prep. What are TOUGH QUESTIONS? Dem will walk you through the most critical part of the process and expose you to the most effective way of Debriefing Candidates and Prepping Clients in order to avoid those "surprises".
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The Endgame:
The Basics of Closing Part II
"This one's a done deal! Ring the bell, put it on the board...trust me, it's DONE! She just has to resign, but it doesn't matter, she’s taking it!" Uh...YES it does matter!! Let's make sure we are prepared for this! You’ll learn valuable lessons about why it got so convoluted and problematic (Spoiler alert, it’s on YOU!) In this session, you will learn more than glib one-liners and intimidation tactics to close your placements. You will learn a reliable, repeatable method that really works to navigate the Endgame that’s usually fraught with peril. Included in this Session: The Salary Issue Candidate Resignation Training Classic Closes They say losing placements is how you learn! Um, no…you can MAKE placements and learn just as easily! Turn your pain into gain and become better at closing deals.
Closing
for Cowards!
How to make more Placements without having to summon courage, go to a therapist, or half- heartedly use a script that scares the daylights out of you! Look, you're fully formed. It's too late to change you. Some of the great billers Dem mentors are not CLOSERS, they are COWARDS who have learned to compensate. They use the client to close, sometimes the candidate, sometimes their manager. But they know when to be brave and when to be scared. They read the signs. Dem will show you how. A coward trying to use a traditional "Take It Away" Close, only takes away money from their bank account. It doesn't have to be that way. In a Technology world, we get objections we never got before, from candidates who are not serious. That's why internal HR Recruiters get turndowns. In almost EVERY deal you lose, you were being sent signals, [sometimes muted, to be sure] and you chose to ignore them, or were too busy "overcoming the objection”. The problem with most Rebuttals is they have the word "BUT" in them, and whatever someone says after they say the word “BUT", generally means they didn't hear a word you said. So, your candidates tune out and tell you what you want to hear, or they ignore you, and just wait for you to go away. They CAN be closed, but not by bullies! By Cowards. Dem has had a fallout (non- starter) ratio 300% better than the industry average for 10 years…and not because he’s so tough…but because he’s so scared!
Counteroffers and the Perfect Storm!
Historically, covering Counteroffer was an event, "Did you remember to cover Counteroffer?” It was a lecture more than a discussion. It's time to get off our soapbox. It's a different world now. While we have become more cynical, our candidates have become more opportunistic. Whether or not your deal sticks relies on your ability to measure your Counteroffer risk and react accordingly. This session will have you digging in sooner, more often, and listening MORE than talking. It doesn't stop at listening. You need to manage the resignation process as closely as you managed the interview process (maybe even closer). Dem will walk you through how to measure your Counteroffer risk and how to prepare your candidate for the different types of Counteroffer.
Placement Warning Signs:
The Top 10 Signs your Deal is Dying and what to do!
Okay, you lost your Placement. It happens. But remember, or did you conveniently forget, that 3 weeks ago your candidate mentioned she might get an increase? Or that your client told you he had a big network and was also working the search? What about the candidate who took the counteroffer? Your Manager rolled her eyes when she saw the CV and said, “He’s been there 20 years!” (and then you rolled your eyes back at her because…well that’s what you do when you’re challenged, and you know it’s not mature but…) When you lose a Placement, it shouldn’t be a surprise. Your Client and/or Candidate have been trying to tell you for days and even weeks that they have changed their mind. BUT YOU CAN’T HEAR THEM. You’re too busy trying to recall a DEMsays script or overselling the parts of the deal that are unimpeachable. Lots of energy is expended, lots of prayers are sent skyward and lots of nervous nights. It doesn’t have to be that way. First you have to HEAR what they’re saying. Then you have to MEASURE the concern, weigh your ACTIONABLE options, and deliver a solution without emotion. And if, as is sometimes the case, you have to abandon the deal, we’ll talk about how to do that with a certain level of grace.
Onboarding:
How to transition your placed candidates into their new job and avoid a fallout!
The candidate accepts the offer. The bell rings. The dance begins. You start checking every day with payroll waiting for the money to clear so you can spend that big, fat commission. Time to put that placement to bed and move on? NOT SO FAST! Not if you want to avoid the heartbreak of a fallout - and the national average for fallouts is 18% to 20%. For most Recruiters, one of every 5 placements ends in tears for your client and for you. In this session, Dem will show you what you AND your clients can do to minimise fall-outs, and how you can bring your fallout record in line with Dem’s (less than 3%). Onboarding will provide you with the steps to implement a state-of-the-art process for bringing your candidates from the acceptance of the offer to the best first day they have ever experienced. You'll find out how helping your clients with their side of Onboarding will show them that you do more than hunt heads. And more than that you'll find out how to fend off those after-start counteroffers that savvy “former" bosses are learning to extend because so many recruiters and companies have lousy onboarding. Onboarding: A Key to Reduce Fall Outs!
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
CLOSING DECODED: LISTEN IN SERIES
Pop in your Airpods, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
CLOSING DECODED: SITUATIONAL TRAINING
See it. Feel it. Try not to laugh too hard.
This is Recruitment Training with a bit of energy, and a healthy dose of sarcasm.
For Recruiters who learn best when they can roll their eyes and take notes.
READ ALL ABOUT IT
For the “I’ll just read it later” crowd who actually does.
No video, no noise, no excuses. Just the full breakdown of every topic, technique, and tip, ready for you to digest and revisit when you need a refresher.
Read it. Highlight it. Pretend it’s serious work.
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
APSO calls Dem...
“...one of the BEST recruitment specialist trainers in the country...”
DEMsays...“Nothing you do as a manager will ever equal the rush of closing a placement. But no placement you close will ever equal the satisfaction of helping a rookie become great!”
DEMsays..."Converting a Job Order into an exciting story will increase your Recruiting effectiveness".