Programs.
29 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
Intro - the first 30 seconds
An opener that survives the first 30 seconds and starts the real conversation.
8 units · 50 min · NL
Probe - open questions that surface the need
Open questions that uncover the real pain point before you deploy a FAB.
8 units · 55 min · NL
Match - FAB on the stated need
A FAB that lands because it connects to something the client just said out loud.
8 units · 50 min · NL
Expand - setting expectations
Sharpen expectations upfront so they don't diverge later.
8 units · 55 min · NL
Rules of Engagement - process agreements
Process agreements that make the difference between collaboration and tug-of-war.
8 units · 50 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 process · 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
8 units · 96 min · NL
8 units · 96 min · NL
7 units · 84 min · NL
7 units · 84 min · NL
8 units · 96 min · NL
8 units · 96 min · NL
8 units · 96 min · NL
7 units · 84 min · NL
7 units · 84 min · NL
7 units · 84 min · NL
7 units · 84 min · NL
7 units · 84 min · NL
10 units · 120 min · NL