Category Archives: Recruiter Training

How to Prepare for a Sales Call – The Right Way!

I’ve said this in a previous blog, but success is all about how much effort you put into your preparation. When it comes to sales success, it’s all about how much homework you do before getting on the phone with a prospective customer.

But when you have a whole world of information at your fingertips, it’s easy to get lost and miss what is actually important when researching your prospective clients.

So what exactly should you know, and what isn’t important? What should you prep on your end to be ready for the call?

Did you research the account? Sometimes you have an already existing client who you’re looking to up-sell, or maybe you want another order from them. It’s important to make sure that you know the complete history on the account and what they’ve needed in the past. Do you know the hiring manager? Do you have a relationship with someone over at that organization? Make sure you know everything there is to know about the account.

Have you learned something about the person with whom you’ll be speaking? Sometimes it helps to know a person tidbit of information about the person you’ll be speaking with beforehand. Nothing too creepy, but maybe they have an affinity for Golden Retrievers just like you. Maybe you share an alma mater. It’s small things that give you a friendly way to break the ice with you prospective customer.

Do you have a goal for this call? Whether you’re marketing candidates, trying to grab a new job order, or selling a car. Every sales conversation needs to have an end goal. If you don’t have an overall goal for the conversation, then do you really have anything to sell? Not having a point to the call will just waste your prospective client’s time.

Clean up your social media and update your website. Everyone these days is sitting in front of a computer while they’re on the phone in their office. If you call someone and tell him or her your name, you better believe that they will do a routine social media search while they’re on the phone with you.

I have asked my social media manager many a time to do some quick research on someone while they’re pitching to me and yes, it does affect how I react to them or their product.

Remember it’s not about you. If you ever hear yourself making the conversation about yourself, or how you really need this deal to come together, know that you’ve already blown the pitch. A sales call is never about what you need, or what you have, but rather what you can do for the prospective client.

Sales calls can be tricky but they don’t need to be with some simple preparation. It’s remembering that everyone you talk to is a human being with emotions, and likely a professional that is trying to fit you into their already busy day.


Need more sales help? Curta Precision Recruitment offers a three-hour sales training course called Selling in the Knowledge Age that focuses on the Recruitment and Consulting industry. For more information click through to our website or email Cecily@curta.ca

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Never Skip Your Homework – #SalesTips

In Ardi Kolah’s book The Art of Influencing and Selling, one of the quotes that stood out to me most was that, “Success is dependent on doing your homework.”

I’ve written before that the art of selling hinges on curiosity and that requires a little bit of homework. Just being curious isn’t enough, but the willingness to put the work into searching for answers is what will win you a negotiation.

Ardi Kolah continues on letting their readers know that sales are about, “being ruthless in qualifying in and qualifying out…” and any good recruiter knows that qualifying means doing some research. If you’re focusing your resources on those you know may have already opted into your product, then there is a great chance of achieving a positive sales outcome.

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As a recruiter, I am constantly trying out new tools to optimize my business and in turn have tried out some great software systems, and some less than great. Anyone who has followed me for more than a year knows that I dislike Bullhorn as a product and that there is definitely room for improvement.

Any account manager doing their homework would know not to waste my time when it comes to pitching Bullhorn as my main ATS system.

This however, didn’t stop a rookie salesperson from calling me one morning and all but admitting that he had no idea who I was and definitely did not do any research on my brand or history with Bullhorn.

This is what will not only lose you potential customers, but also damage your brand in the long run.

If you want to make a sale, do your homework. This could be a quick Google search, to an in-depth brand analysis. When you call someone to pitch your services, you are taking up their time. Nothing will annoy a business owner or potential client off more than someone who starts their business relationship by wasting their time.

If as a customer I can understand that your product will save me time and money, then I will buy from you. But if I have to wade through endless follow-up calls and run-on pitch right off the bat, you are already showing me that you and your product have no interest in my business. Don’t waste my time, because my time is money.

Quoted directly from The International Negotiation Handbook:

One of the most important aspects of a successful negotiation is preparation. A negotiation can be won or lost in the preparation phase… Inadequate preparation can cause irreparable damage to relationships and the possibility of future negotiations with the parties involved.

In much less words, not doing your homework will damage sales and your brand in one fell swoop.


Curta will be holding our Selling in the Knowledge Era again on October 19th from 9-12 PM EST. We had great feedback with our last class and cannot wait to get feedback from our follow-up coaching call. For information on the course click through here.

Cultivating Curiosity – How To Sell Effectively

In Chris Guthrie’s I’m Curious he starts with pushes a good negotiator forward:

Good negotiators must understand their counterparts’ perspectives, interests, and arguments to do well at the bargaining table. To understand one’s counterpart a negotiator needs to be curious about what her counterpart has to say. In other words, a negotiator should cultivate a stance of curiosity. (I’m Curious)

My curiosity is what drove me to recruiting. My urge to know what’s going on in every industry, how the marketplace was shaping up, and how big business ran on a day-to-day business has help me close more deals in my career than sheer talent. I’ve always wanted to know how your business works and how it could be more effective. I want to know every piece of your business from top to bottom, and it’s this curiosity and willingness to learn that has made me a great salesperson.

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From a training point of view, curiosity is the holy grail of education and what makes you an excellent student. It’s this curiosity that endears you to clients, candidates and team members. It is the attribute that makes you seem genuinely interested in what any given person is telling you. Curiosity is one of the most overlooked attributes any given person can have, but this modesty gives others the idea that you would like to genuinely know them and their business. (TeachThought)

Self-taught designer Tobias van Schenider says that everything starts with a willingness to learn and curiosity, and that cultivating and sustaining your curiosity starts with surrounding yourself with people who are “better” than you and make you feel good about what you’re doing. (LIFEHACKER)

Tobias is right, cultivating curiosity can come from having a genuine enjoyment and interest but there are also other ways to open your mind and feel that same urge to learn about business around you.

It’s important to keep an open and curious mind. Be open to learning, and relearning about your potential client or candidate. You should be prepared to adjust the profile that you already have in your head.

Don’t just accept things at face value. If you take everything as you see it, you’ll never push beneath the surface and really figure out why is something works that way.

Ask questions. Part of actively listening to your client is hearing what they are saying to you and asking questions about why it’s like that, or where that comes from.

See learning as something fun. Don’t walk into this as a sales call, don’t stress about business development. This is just a conversation with someone in your industry. This is a networking call and you’re just taking the time to dig into their business and how it works. Enjoy the learning process because even if you don’t pick up business, you’ve learned about yet another company in your industry.

Curiosity is the basis of my sales training and what has made me so successful in my career. While I can’t teach curiosity, I can foster it and this is ultimately what will make you an elite sales professional.

We are holding a Sales Training Course on September 21st, 2015 for information about the syllabus, please visit our website or contact us directly for more information.


Our Selling in the Knowledge Age is going to be running from 9 AM EST – Noon on September 21st. For an in-depth look at the syllabus, please check out our website or contact myself directly at rebecca@curta.ca.

We All Know Someone Who Suffers From This…

Have you ever had a conversation with someone who has, and sorry to gross you out, verbal diarrhea? They just talk and talk, and they’ve made so many other points so many times that now you’ve lost their original message? These are the people that are often so long-winded that they leave you yearning to exit the conversation.

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If you are this person I only have one thing to say, if you are talking you’re not listening! When you are constantly monopolizing conversations you aren’t leaving any room for your co-workers to share their ideas or opinions. Each time you dominate the empty air with a convoluted message, you push others away because they assume that you’re not saying anything of value.

If you need any advice on active listening, feel free to read one of our last blog posts.

Did you know that in 2000 the average attention span was only 12 seconds and has since fallen to eight? The average goldfish has a longer attention span coming in at a whopping nine seconds (Independent). When you’re halfway through one of your speeches, do you think anyone is still listening?

The average person stops listening attentively after 20 seconds, and actively tunes out after 40 seconds if the conversation has gone off topic.

An easy way to make sure you’re getting your point across is to make sure that you are able to get around to your message in less than 20 seconds. Everyone has heard of an elevator speech, you should start operating under the 20-second rule in each one of your conversations. Get your point across succinctly.

We’ve all been guilty of over-chatting or rambling at some point, but it can be a deadly habit in recruiting. If you need practice getting to the point, get yourself a Twitter account. This may sound silly, but if you can’t get it out in less than 140 characters, then maybe it’s not that important.

If you ever need any advice on how to slow down your speeches, feel free to tweet me for advice at @RebeccaSargeant.


If you really feel the need to vent to your heart’s desire, feel free to join our Recruiter’s Breakroom. It’s a place where everyone in the industry can privately vent their frustrations, share news, or tell jokes.

We’re excited to have you.

Build Your Agency from the Bottom Up – Free Webinar!

Curta is presenting Build it From the Ground Up, a free webinar focused on moving from just your desk to an entire agency.

The webinar will be on Friday May 15th from 2:00 p.m. – 3:30 p.m. EST with limited registration space available.

Jeff Chaponick, the CEO of MAC Executive Recruiters, will be on hand answering your questions about how he took his business from the ground floor to a team of 100 Recruiters. In 2015, MAC will be on track to bill enough to climb into the top 10% of recruiting firms.

Jeff will be welcoming questions from other independent business owners about growing their own agencies and expanding into 2015. All questions must be submitted ahead of time to Rebecca Sargeant, who will be moderating the call. Please submit all questions to rebecca@curta.ca before the webinar date.

Join the webinar at this link.


22c88caJeff Chaponick was in the garbage business and sold his company to Waste Management, retiring to Florida at 33. Six months into his very boring retirement, Jeff met the owner of a new Management Recruiters International (MRI) franchise who helped Jeff start his recruiting career.

Jeff became a top 10 (out of 5000) recruiter for MRI globally and was then recruited to join the Lucas Group. Jeff did this for several years until he decided to form his own firm in 2002. Since then, MAC has acquired a team with more than 100 years of experience among its managers alone, and has doubled, even tripled, in size year-to-year.

This Isn’t About You…

Everyone lies.

We all lie just to get through the day. It’s the lubrication of life.

If all of us didn’t tell the occasional white lie, society wouldn’t function as a unit.

Your candidate will ultimately lie to you. They will lie on an application, or they’ll lie on their resume. Don’t take it personally; it’s not about you. As far as your candidate is concerned, you are a stepping-stone to their dream job.

However, don’t let the lie go. If you think that your candidate may not be truthful, you need to address it. A small lie will be a big deal if your candidate makes it all the way through the hiring process. Your candidates are your brand, you don’t want to a client to have a bad experience with your dishonest candidate.

It doesn’t matter how perfect a candidate is, if you are not upfront about their past there will never be a positive outcome.

Good headhunting is never personal. It’s not about you!


rebecca_smallFor over six years, Curta has been taking the guesswork out of Recruiter Training, and strives to achieve consistent training across the Recruiting Industry.

As of April, we have officially kicked off our 2015 Spring Training programs. Of the hundreds of Recruitment Professionals that Curta has trained, many have gone on to be top performers with their organizations. Join our mailing list for more information about upcoming training sessions and coaching openings.

The Future of Recruiting

I’m sure some of the old school headhunters can remember when they didn’t have access to an email address at work. When recruiting was still pen and paper, with only the phone and a maybe a fax machine keeping you company in your office.

A time before you could Google someone’s email address and find out almost everything out about them.

A time where online presence didn’t exist and you couldn’t screen a candidate by checking their Facebook profile.

The amount of lead generation that you can get from a couple of well-written and well-timed emails has virtually changed the way that we do business today, so the real question is what’s next?

How do you get the attention of that potential candidate if their email starts to get too jammed up?

The majority of recruitment professionals carry their cellphones with them at all times, so is text messaging the next step? Marketing software like Constant Contact and Instant Customer already have SMS Marketing capabilities. So do you start sending targeted text messages?

Do you text a candidate for that first contact?

Where do you think the future of recruiting is headed?


rebecca_smallFor over six years, Curta has been taking the guesswork out of Recruiter Training, and strives to achieve consistent training across the Recruiting Industry.

As of April, we have officially kicked off our 2015 Spring Training programs. Of the hundreds of Recruitment Professionals that Curta has trained, many have gone on to be top performers with their organizations. Join our mailing list to stay updated on upcoming training sessions as well as coaching openings.

Do You Really Understand?

The first thing you need when reading a resume is a basic understanding of what this potential candidate actually does.

This goes beyond their job position and what industry they’ve spent their time.

Do you understand how they contribute to the bottom line? Do you understand how their production is measured? Do you understand how they make money for your client?

You should really KNOW your candidate.

You should really KNOW your candidate.

Like we’ve said before, your candidates are your brand, so you need to make sure that you can spot a top performer amongst all of the other candidates. If you have a better understanding of what they do and how they contribute to the development of a business, then you have a better understanding of how you can market their skills to your client.

Nothing matters more to any business than production.

Understand how a candidate benefits the bottom-line and the job orders will start to pile up.


rebecca_smallFor over six years, Curta has been taking the guesswork out of Recruiter Training, and strives to achieve consistent training across the Recruiting Industry.

As of April, we have officially kicked off our 2015 Spring Training programs. Of the hundreds of Recruitment Professionals that Curta has trained, many have gone on to be top performers with their organizations. Our next session is April 13-17 to teach Recruiting Fundamentals, contact myself for more information about this training opportunity. Click here for a brochure or here to Register Today.

The Nine Reasons Why Your Candidates Keep Blowing Up

If you’ve been in the business long enough, you know that there are at least nine people involved in the hiring process.

If you think that the only people who matter are you, the candidate and the hiring manager than you’re letting six other bombs go unattended and risk blowing up your candidate.

Just because you’re dealing with your client or dealing with your candidate doesn’t mean that you’re not dealing with a multitude of other things. Everyone knows someone, and that person can be a potential bomb.

From previous bosses and references, to children and spouses. These are all things that can potentially divide your candidate’s focus and derail a deal.

So how do you deal with focus on not having your client derailed? Make sure that you are always in control of the conversation. Never lose control of the process, and never lose focus on the end game.

Still not sure what happened with that last client? Talk to us and we can see how you can keep that candidate on track for next time.


rebecca_smallFor over six years, Curta has been taking the guesswork out of Recruiter Training, and strives to achieve consistent training across the Recruiting Industry.

As of April, we have officially kicked off our 2015 Spring Training programs. Of the hundreds of Recruitment Professionals that Curta has trained, many have gone on to be top performers with their organizations. Join our mailing list for more information about upcoming training sessions and coaching openings.

No More Guesswork With Recruiter Training, Just Profit

As someone who headhunts Recruiters I will be the first to tell you that Jr. Recruiters aren’t coming out of the big agencies with the same training anymore. You can’t rely on the big agencies to teach your Jr. Recruiters the basics.

It’s more important than ever to take the guesswork out of your internal training, especially for new hires.

Stop relying on work experience to teach your new hires.

All of our training programs are based on a combined fifty years of hands on experience running a profitable desk and business in Recruiting and Staffing. Our training goes beyond just using a single formula for success. The methodology that we use explains how and why different formulas work, then assists in designing a personal and workable success formula.

Of the hundreds of Recruitment Professionals Curta has trained using our Recruiter Training programs, many of those that passed with a grade of 80% or higher have quickly become Top Performers.  Furthermore, many business owners that send new hires report that by Friday afternoon, the students are fully trained and can handle a workload equal to recruiters who have finished a three-month internal training program.

As of April 2015 we have officially kicked off our 2015 Spring Training programs and since it’s the beginning of the year, I am sure that this class will fill up quickly. Our five-day interactive Rookie Training Program teaches the foundations of headhunting, with your new hires learning in the mornings and back at their desk in the afternoon.

By the middle of the week new Recruiters are headhunting candidates and by the end of the week they are presenting candidates.  With our curriculum and training approach Business Owners are reporting back a higher than normal success rate with their internal hires


rebecca_smallWe are gearing up our 2015 Spring Training with our Recruiter Foundational Training Program. Our next session is April 13-17, contact myself for more information about this training opportunity! To check out the brochure click here or register right now via PayPal.