This one-day symposium, facilitated by Rick Maher, offers state leaders the opportunity to examine what needs businesses have and why they don't value the public workforce system. Through facilitated discussion, attendees will explore how to engage employers, create value services, and how to implement steps for consultative sales.

Background

The global economy and technology have changed the market for the workforce system. To remain relevant in today's marketplace the publicly-funded workforce system has to redesign and align its services with those that meet the business customer's needs.

In this training, participant's will learn what businesses want and value and will learn the consultative sales process called "Solutions Selling," workforce staff are prepared to listen, assess and provide the business customer with workforce solutions they embrace.

Course Learning Objectives

At the end of training, participants should be able to:

• Understand what business needs and values and know why employers value [or don't value] the public workforce investment system
• Create a roadmap for getting engaged with employers and creating services that employers value
• Implement the steps for Consultative Sales

Overview of Modules

1. Business Needs and How to Meet Them: Learn what all employers universally value.
2. Fundamentals of Selling: Introduction to the Solutions Sales process.
3. Effective Interviewing Skills and Employer Follow Up: Learn the different types of buyers, how they are influenced and how to approach each and the difference between Open and Closed Probes and how to use each when interviewing the customer.

Rick Maher, President of Maher & Maher, is a veteran of the human resources industry and a recognized leader in the fields of managing organizational change and the strategic management of human capital. He has worked extensively with the publicly-funded workforce system for over 10 years. Join us for a substantive, hands-on day of learning and development!