Programs.
12 programs · 6 domains · 2 languages
Foundations of IPMERC
The six-phase call structure, from Intro to Close, with a worked example per phase.
12 units · 80 min · NL/EN
Probe & Match — mid-call discovery
Open questions that uncover real pain. FABs that connect to it.
9 units · 65 min · NL
Closing — confirmed next steps
Why most closes fail before the close, and what to do about it.
7 units · 55 min · NL/EN
Objection handling with WRIOC
Welcome · Re-examine · Isolate · Overcome · Close.
10 units · 70 min · NL
Price and salary objections
WRIOC applied to the two objections that come up on every call.
8 units · 50 min · NL
FAB construction
Feature · Advantage · Benefit. In that order. Always.
8 units · 45 min · NL/EN
USPs and one-liners
Memorable lines that compress your USP into one sentence.
6 units · 35 min · NL
Recruitment proces · sourcing to placement
The five-phase delivery process, with KPIs per phase.
11 units · 75 min · NL
Cold calling and the gatekeeper
The 10-second opener, the relevant trigger, and three ways past the gatekeeper.
9 units · 55 min · NL
Retained search and partnerships
Selling retained search instead of NCNP, and how partnerships compound the funnel.
7 units · 60 min · NL
Sales mindset
Mindset principles: no jargon, take a position, 30/70 talk ratio, control the agenda.
8 units · 45 min · NL
Hot Job · lead-to-deal
What separates a Lead from a Hot Lead, and how to close one in a single IPMERC pass.
6 units · 40 min · NL