Programs.
29 programs
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IPMERC·101Foundations of IPMERCThe six-phase call structure, from Intro to Close, with a worked example per phase.FoundationsIPMERC·200Intro - the first 30 secondsAn opener that survives the first 30 seconds and starts the real conversation.IntermediateIPMERC·210Probe - open questions that surface the needOpen questions that uncover the real pain point before you deploy a FAB.IntermediateIPMERC·220Match - FAB on the stated needA FAB that lands because it connects to something the client just said out loud.IntermediateIPMERC·230Expand - setting expectationsSharpen expectations upfront so they don't diverge later.IntermediateIPMERC·240Rules of Engagement - process agreementsProcess agreements that make the difference between collaboration and tug-of-war.IntermediateIPMERC·250Closing - confirmed next stepsWhy most closes fail before the close, and what to do about it.IntermediateWRIOC·101Objection handling with WRIOCWelcome · Re-examine · Isolate · Overcome · Close.FoundationsWRIOC·220Price and salary objectionsWRIOC applied to the two objections that come up on every call.IntermediateFAB·101FAB constructionFeature · Advantage · Benefit. In that order. Always.FoundationsFAB·150USPs and one-linersMemorable lines that compress your USP into one sentence.FoundationsAGY·101Recruitment process · sourcing to placementThe five-phase delivery process, with KPIs per phase.FoundationsAGY·210Cold calling and the gatekeeperThe 10-second opener, the relevant trigger, and three ways past the gatekeeper.IntermediateAGY·320Retained search and partnershipsSelling retained search instead of NCNP, and how partnerships compound the funnel.ExpertMND·110Sales mindsetMindset principles: no jargon, take a position, 30/70 talk ratio, control the agenda.FoundationsMND·220Hot Job · lead-to-dealWhat separates a Lead from a Hot Lead, and how to close one in a single IPMERC pass.IntermediateTER·101FoundationsPEO·101FoundationsPLN·101FoundationsCRM·101FoundationsAGY·150FoundationsAGY·220IntermediateKAN·201IntermediateINT·201IntermediateOFF·201IntermediateKLA·201IntermediateSLS·301ExpertMGR·201IntermediateTPL·101Foundations