Staffing sales is creative, outgoing work that takes energy, communication skills, a personality that can "advocate," urgency, and persistence.

The role of the salesperson is on the front lines to capture the job order, and build / sustain a portfolio of "customers for life."

The successful 21st century staffing sales person is inspired to continually learn, adapt and find the way that works. He or she single-mindedly seeks the "Yes" while depersonalizing the "No's".

The power staffing sales person or "rainmaker" systematically tracks and follows up his/her contacts. The highly successful sales person plants many seeds and nourishes these contacts day after day. Commitment and drive are integral parts of the personality of the successful account executive.

The Staffing Industry Sales Manual and 2 CD set articulates a powerful set of guidelines that can dramatically teach and inspire both the beginning and the experienced staffing account executive to succeed sooner than later. Creating a successful business is about Attitude, Knowledge and Action. If any of these factors is missing or inadequate building a business will be the hardest thing you will ever do.

If you "wanna" build a staffing business from your core, will learn both by your mistakes and the lessons from others, and do what needs doing you will succeed in Staffing Sales!

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Table of Contents

• Definition of Staffing Sales
• Staffing History Highlights
• Trends in The 1990's and Early 21st Century
• Poised For Growth
• Who Were "Temporaries" In The Early Days Of The Business?
• The Contributions of the Staffing Industry
• Staffing Industry Facts
• Reasons Why Companies Use Temp/Contract Staff
• What Clients Look For in a Staffing Supplier
• Staffing Industry Norms
• Temporary Placement Operating Ratios
• Permanent Placement Operating Ratios
• Six Major Rules of Success
• The Business of Staffing - Cost of Sales and Gross Profit ("Spread")
• Creating a Sales Plan that Will Increase Sales!
• Identifying Your "Profile" Client
• How to Find Your "Profile" Prospect
• Know Your Company! - Sell Those Differences
• Your Company's Unique Value Proposition
• Your Value-Added Advantages
• Daily Activities of a Power Account Executive
• Six Principles of Business Development
• Super Sales Habits of Industry "Rainmakers"(Power account executives)
• Penetrating Your Market
• Market Analysis
• Niche Development
• The Five Most Effective Methods of Selling Staffing Services (New Business)
• Handling "Objections"
• Sample Prospect "Counter Points", Concerns, Or "Objections" - With Answers
• Power Telesales
• Four Key Objectives for Successful Telesales
Prospecting
• Secondary Objectives of Telesales Calls
• Four Rules to Ensure Successful Phone Interactions
• Making Voice Mail A Business Advantage
• Use The Power of "Hot Knocking" - Canvassing
• Building Sales Through Networking
• Promotional Marketing Programs to Accelerate Sales!
• Selling Through E-marketing!
• Drop-Off Programs to Stimulate Sales
• Customer Meetings/Sales Presentations
• The Sales Visual aid
• The Art of Taking "Insightful" Job Orders
• Taking a Temporary Assignment Job Order
• Taking a Temp-To-Hire Job Order
• Taking a Direct Hire Job Order
• Skill-Marketing - A Super Sales Technique
• Powerful Written Communications (Letters and Emails)
• Sample Letter
• Sample Emails
• Tracking Your Sales Progress
• Prospect and Client Records
• Tracking Job Orders
• Time Management
• Exceeding Client Expectations
• Relationship Marketing
• Advanced Staffing Sales
• Expanding Client Relationships
• Vendor-On-Premises Programs
• Major Account Power Selling
• Superstar Tips For Winning Major Accounts
• Proposals
• Staffing Industry Glossary
• Addendum & Forms