Overview
12 units
The opening course. Walk through each IPMERC phase (Intro, Probe, Match, Expand, Rules of Engagement, Close) with a worked candidate-side example and a worked prospect-side example per phase.
Foundations of IPMERC
Foundation · 12 units · 80 min · NL/EN
For
Foundation
Recruitment and headhunting consultants in their first six months. Talent-acquisition specialists adopting the method.
Outcome
By the end
Run a structured discovery call without slipping into a feature dump.
Setup
4 units
- 01Why structure beats charisma6 min
- 02Reading the call before the call6 min
- 03Tone, pace, and 30/70 talk ratio7 min
- 04What 'pain point' really means6 min
Practice
8 units
- 05I - Intro: opening without the script8 min
- 06P - Probe: open-question playbook8 min
- 07M - Match: when FAB lands and when it doesn't9 min
- 08E - Expand: widening the field8 min
- 09R - Rules of engagement7 min
- 10C - Close: confirmed next steps7 min
- 11Drill: full call, candidate side4 min
- 12Drill: full call, prospect side4 min
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