Perfect Preparation
-
Introduction: Recruiters can change the industry (3:24)
-
Workshop expectations and participation (3:56)
-
Why are you here? What problem would you like to solve? (15:36)
-
Phil's Story (8:09)
-
Choosing your people (20:53)
-
Preparation for the conversation (10:11)
-
Levels of success (12:22)
-
Success levels 4, 5, & 6 (11:22)
-
Success Levels 7, 8 , & 9 (9:53)
Building Trust
-
Where will you take action? (5:42)
-
Prospecting and preparation (16:49)
-
Emotions vs. logic (4:21)
-
Building rapport rule 1 (11:02)
-
Building rapport rule 2 (3:30)
-
Building rapport rule 3 (8:37)
-
Building rapport rule 4 (7:22)
-
Building rapport rule 5 (2:44)
-
Building rapport rule 6 (10:17)
-
How will you change to build rapport? (6:10)
-
Qualification (8:17)
-
3 stage questioning technique (18:53)
Gaining Commitment
Overcoming Indecision
-
Where's your head at (14:04)
-
Conditional closing (5:14)
-
Alternative closing (6:10)
-
Direct Closing (3:31)
-
Summary Close (5:59)
-
Devil's Advocate Close (12:35)
-
List of Objections (7:27)
-
Control conversations around objections (9:23)
-
Defuse the objection (15:18)
-
Choose your close (2:36)
-
Don't get good at one objection (1:33)
-
Where’s your head PT 2 (9:05)
Reflect, Review, Refine, and Take Action
-
Review of Day 1 (8:33)
-
Examples of Homework 1 (13:40)
-
Examples of Homework 2 (8:32)
-
Examples of Homework 3 (10:58)
-
Learning from scripts (11:28)
-
Questions to stop objections (15:35)
-
Starting the conversation for objections (20:12)
-
Patterns of resistance (7:51)
-
Helping others make a decision (3:16)
-
Review of scripts and objections (9:37)
-
Start, Stop & Keeps (14:57)
-
Comfort vs. Uncomfortable (18:53)
