Staffing Teams Sell Twice a Day. Train Both Conversations.
Chris Sund is a staffing sales training speaker for staffing firm sales kickoffs, recruiter and account manager trainings, and ASA and state staffing association sessions. He teaches LAARC for the candidate and client objections recruiters hear every day and LOCKS for winning and growing deals with hospitals and MSPs, as the President and COO of a healthcare staffing company that grew its core brand 10x.
Why Do Staffing Sales Teams Lose Deals They Should Win?
A staffing firm sells on two sides at once. The recruiter has to win a candidate who can walk away at any point before the start date, and the account manager has to win a client who can send the same order to five other vendors or through an MSP tier. Most deals that slip away in staffing are not lost on price. They are lost in a conversation where someone answered the objection they expected instead of the one in front of them.
“Another agency offered more.” “I need to talk to my spouse.” “We are covered for now.” “Everything has to go through our MSP.” Chris has heard all of them from inside a staffing company, and his training gives recruiters and account managers a shared method for each side, practiced out loud on the objections the team actually hears.
- LAARC for candidate objections: Listen, Acknowledge, Ask, Respond, Confirm
- Handling hiring objections and offer hesitation before the start date
- LOCKS for client deals with hospitals, health systems and MSP programs
- Why speed to submit and follow-through win more orders than rate cuts
- Rejection resilience for recruiters who hear no all day
- One shared language for pipeline reviews and call coaching
Proof: Staffing Stages and a Firm Built on These Methods
Chris is President and COO of Uniti Med, GQR Healthcare and Nebula. He helped build Uniti Med from a startup into one of the largest healthcare staffing companies in the country, with 10x revenue growth on the core brand, a #3 ranking on the Inc. Regionals list of the fastest-growing companies in the Midwest and a Fortune Best Workplaces award. GQR is listed on Staffing Industry Analysts’ Largest Staffing Firms in the US. The frameworks in this training are the ones his own recruiters and account managers use.
Staffing audiences have heard him at the NATHO Annual Conference, where he serves as Vice President of the board, on panels at the SIA Healthcare Staffing Summit, leading The Leadership Exchange at the California Staffing & Recruiting Professionals conference, at TalentTrack and at TravCon, where he told travel clinicians what recruiters look for when comparing similar candidates. His objection session has been delivered at NAHCR, and LAARC was written up by Cisive and NAHCR. He was also featured in the American Staffing Association webinar on maximizing client and talent experience.
Programs for Staffing Sales Teams
Every session is customized to your members, your setting and your year.
The LAARC Method
Five steps for objections: Listen, Acknowledge, Ask, Respond, Confirm. Built for the candidate who hesitates on an offer and the client who pushes back on rates.The LOCKS Framework
Crack the Code of the Deal. Five conditions a hospital or MSP buyer needs before saying yes, so account managers know which one is missing.Handling Hiring Objections
The recruiting side of objection handling, built for the candidate conversations recruiters have every day.Sales Training Workshop
A half-day or full-day working session where the team practices LAARC and LOCKS on live deals and the objections it hears most.Formats
Each program runs as a keynote, a half-day workshop or a full-day workshop. A common format for a staffing sales kickoff is a keynote for the full company followed by a working session where recruiters and account managers practice on their own pipeline.
Keynote
A 45 to 60 minute keynote for the full company: the stories, the two frameworks, and one change every recruiter and account manager makes on the next call.Half Day
LAARC and LOCKS taught, then recruiters and account managers practice on live candidates, live deals and the objections they hear most.Full Day
Everything in the half day, with more rounds of role play by role so the frameworks become how the team talks in pipeline reviews.Who Books This Session
Related pages: Staffing Industry Speaker · Healthcare Staffing Speaker · Sales Training Workshop · Sales Kickoff Speaker · How to Grow a Staffing Agency
What Staffing Sales Leaders Ask
Is this different from general sales training?
Yes. Staffing sells two sides at once, so the session covers the candidate conversation and the client conversation. Recruiters work LAARC on offer hesitation and competing agencies, and account managers work LOCKS on hospital, health system and MSP deals. The examples come from a staffing company Chris still runs.Does Chris understand MSP and VMS programs?
Yes. He runs healthcare staffing companies that sell directly to health systems and through MSP and VMS programs, and the LOCKS material is built around how those decisions actually get made. Content stays on principles and practice, never on proprietary client details.Will it work for recruiters and account managers in the same room?
Yes. Most staffing kickoffs have both. The keynote gives the whole room one shared language, and the workshop splits practice time so recruiters work candidate objections and account managers work client deals.Can it run at a state staffing association or ASA event?
Yes. For associations, Chris runs a general session or breakout on objection handling and staffing sales, sized to the program. He has been featured in an American Staffing Association webinar and has spoken at NATHO, SIA, TalentTrack and the California Staffing & Recruiting Professionals conference.What formats are available?
A keynote, a half-day workshop or a full-day workshop, delivered in person. Many firms pair a kickoff keynote with a half-day working session the same day.Can we get books for the team?
Yes. Many firms give every recruiter and account manager a copy of You Are Capable of More. See bulk book orders for pricing and signed editions.
You Are Capable of More
The bestselling book behind the keynote, and the 2026 Paris Book Festival winner in the How-To category. Ten principles for closing the gap between what a team is producing and what it is actually capable of.Copies can be bundled for every recruiter and account manager at your kickoff, and Chris can run a signing table after the session.
He Still Runs the Desk He Is Training
Chris is President & COO of Uniti Med, GQR Healthcare and Nebula, and has spent the past decade in healthcare staffing. Before that he spent ten years in restaurants and beverage, finishing as head of sales and marketing for a brewery, where he learned to sell by carrying cases into stores and asking buyers for shelf space.He is not describing a sales floor he left years ago. His teams take the same candidate calls and work the same hospital and MSP accounts your attendees do, and LAARC and LOCKS are how they do it.He is Vice President of the NATHO board, the bestselling author of You Are Capable of More, a Maxwell Leadership Certified coach, and writes for Inc. and Forbes.Stages I Have Spoken On
Where Staffing Audiences Have Heard Chris
Staffing industry conferences, summits and a sales kickoff where Chris has spoken on growth, objections and the business of staffing.
SIA Healthcare Staffing Summit 2026Arlington, TX · Nov 2026SIA Healthcare Staffing Summit 2025Las Vegas, NVNATHO Annual ConferenceLas Vegas, NVCalifornia Staffing & RecruitingRancho Mirage, CATalentTrack ConferenceOmaha, NETalentTrack 2027: The Margin SqueezeOmaha, NE · May 2027 · PanelTravConLas Vegas, NVNAHCR 2025 Annual ConferencePalm Springs, CADefinitive Healthcare SKOBoston, MA · 800+ sellersAlso: ASA Webinar · Staffing Stories · Killer Growth Podcast · ClearlyRated Survey Says · See all speaking engagements →
Bring Chris to Your Staffing Sales Team
Tell Chris where your recruiters and account managers are losing deals and which objections they hear most. You’ll get a fast, straight answer on fit, format and availability.Check Availability & FeesResponse within one business day · Speaker kit, bio & headshots