Recruiter Selling, Offer & Closing Training Workshop

Good recruiters know how to pitch their company, their jobs, their culture, and their compensation programs. Great recruiters, though, know how to go beyond these critical fundamentals. They know how to uncover the candidate’s unique decision criteria, build and deliver a tailored pitch that’s coordinated with the hiring manager, pre-close and close a candidate, negotiate compensation and offers, prepare candidates for their counter-offer, and – most importantly – close the deal!

What do we focus on?

This 2, 4 or 6 hour workshop - delivered in person or virtually - is focused 100% on building the selling, offer, negotiation, and closing skills and confidence of your recruiters.

  • How to uncover and leverage a candidate’s acceptance criteria (monetary and non-monetary motivators).
  • How to dissect a candidate's current compensation package and compensation expectations.
  • How to weigh different compensation variables: internal equity, budget, external market/market intelligence, candidate's current compensation, competing offers, cost of living, etc. when crafting an offer.
  • How to build a custom pitch and leverage the hiring teams to help close tough-to-close candidates.
  • How to pre-close candidates and hiring managers so that the offers you make are pre-approved and accepted.
  • How to overcome the 5 most common non-money barriers to acceptance.
  • How to successfully negotiate the offer.
  • How to prepare candidates for counter-offers, and coach them through the resignation process.


Built for your real world

All of our training is custom-built to align to your recruiting team’s challenges, goals, skill gaps, culture, and process. The actual workshop agenda is developed in partnership with you, the recruiting leader. We start the workshop with key context: Offer-to-hire ratios, decline reasons, candidate feedback, and HR/compensation team feedback. We leverage real world offer and closing scenarios to ensure that recruiters leave with practical, actionable strategies and tactics. We build these scenarios after conducting focus group calls with your team, so that we’re sure they’re on target. They typically include role plays focused on candidates with competing offers, coaching candidates through a counter offer, making an offer when you can't match their salary or title, and overcoming non-compensation barriers to acceptance.

It’s practical

If it isn’t practical and easy and real-world, recruiters likely won’t engage or leverage the lessons learned. This workshop focuses on the “how” and is loaded with tried-and-true best practices to make offers and closing easier.

It’s customized to your compensation philosophy

We customize the training ahead of time so that it incorporates your philosophy around compensation and negotiation, and helps recruiters understand how and when to leverage other people (i.e. HR generalist, compensation team, hiring manager, relocation consultants) in the process to close the deal.

Who Should Attend?

    • New and Experienced Corporate Recruiters and HR Reps who present offers.
    • New and Experienced Agency Recruiters.

We conduct focus group calls with your recruiting leaders and recruiters (and compensation team, if needed) before we design your training. This helps us to customize the content by learning more about the skill level of the recruiters who will attend and also learning to speak your “language”. It also helps your team get comfortable with us, our approach, and our expertise.

Who delivers the workshop?

Our workshop facilitators are former corporate recruiting leaders who have built and lived the best practices we design and share with your teams. We've closed entry level to exec level talent, in some of the most competitive markets in the world, for both companies that are well known and lesser known, with big compensation programs and job titles to offer, and low salaries and deflated titles.

Your recruiters will know – right away – that our team has walked the talk.

Learn more about our team.

Do we get tools and templates?

Yes! We include templates that make offers and closing easier. In this session, we include templates that make gathering a candidate’s acceptance criteria early in the process easy, so that a recruiter can effectively “sell” to the candidate’s money and non-money motivators throughout the interviewing and decision making process, not only at the time of the offer.

  • Candidate Pre-Closing Worksheet
  • Offer Prep Checklist
  • Offer Presentation Checklist

Negotiation Best Practices

We include tools/templates with every workshop we deliver. These are designed to help the training “live on” after the workshop is over. We’re happy to incorporate your existing tools/templates with this training, too, as it can help you to drive adoption and make the workshop feel more integrated with your existing process.

After the training, Recruiters head back to their desks with easy-to-use tools to help them make offers and close candidates. This is not some theoretical workshop focused on the importance of pre-closing and closing top talent; it’s all about the “how to.”

What do recruiters say about this workshop?

Recruiters have learned how to be better tailor their pitch and close more tough deals by leveraging our offer and selling methodology. Clients include companies like T-Mobile, International Monetary Fund, and Behr Paint.

"I present offers all the time, so I know the basics really well. But this took it to another level, and gave me some great new ways to approach offers, both with the hiring manager (pre-closing) and the candidate (uncovering their motivators and tailoring my pitch and offer). 5/5! Great stuff.”

- Sr Recruiter, T-Mobile, Dallas, TX

"I really liked the scenario and role plays, as they were clearly pulled directly from our challenges. I also really liked the templates and closing worksheets - it made everything more actionable. Nice job!”

- HR Officer, International Monetary Fund, Washington, DC

“Great how-to focus that kept us engaged. I will use these tools and techniques.”

- Recruiting Specialist, Behr Paint, Virtual Webinar Training

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