Streaming video - 15 minutes
Your prospects and clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voicemail, or in a live conversation, the clock is running and your prospect is judging…judging whether you act in a professional and competent manner; judging whether or not you open the conversation with confidence and knowledge of this person’s role and of the work being done; and judging as to whether they want to invest time with you in a conversation or move on the tasks and people they deem as more worthy of their time. Here is the bottom line: you have many opportunities to make guiding suggestions for direction early and often in the relationship but that is an extremely challenging task if you don’t know where the client or prospect is in their decision process and if you don’t know where your client is in their decision process, there is no way that you can know where you are in your sales process. In this NLE Quick Tip, Rob Mosley discusses how you are perceived, whether it be a trusted advisor, vendor or order taker, and that perception is directly tied to your ability to engage at each stage of the client decision process and better align your solution early and often.

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Get Inside Your Client’s Head by Rob Mosley

Streaming video – 15 minutes Your prospects and clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voicemail, or in a live conversation, the clock is running and your prospect is judging…judging whether you act in […]

Re-Release: Self-Directed Performance Management by Jeff Kaye

Streaming video – 55 minutes Jeff Kaye is the Co-Chief Executive Officer of Kaye/Bassman International and Next Level Exchange and Co-Managing Director of Sanford Rose Associates International. During his 25+ years in the industry, Jeff has been named one of the most influential leaders in the staffing industry. He is considered an industry expert with […]

Best of the Best by Erin Bent

Streaming video – 21 minutes Erin Bent is the Senior Director of Training for Next Level Exchange and Director of Training for Kaye/Bassman International. Erin joined Kaye/Bassman in 2007 as a Senior Search Consultant specializing exclusively in the Consumer Products industry focusing primarily in sales and sales support roles. Erin is a key facilitator for […]

Client Relationship Secrets by Scott Love

Streaming video – 6 minutes As a professional speaker and trainer, Scott Love shortens the learning curve of new recruiters and salespeople and helps experienced ones break through their barriers to reach their full potential. Scott is President of the Attorney Search Group, a member of the Sanford Rose Associates network of offices, where he […]

Overcoming Objections by Greg Doersching

Streaming video – 46 minutes For over 20 years Greg Doersching has been recognized as one of the most cutting-edge voices in the recruiting industry. He is the President of Next Level Coaching, an International Trainer and has presented hundreds of workshops and Keynote Addresses for major national, state and local recruiting and staffing groups. […]

Are You Running an Emergency Room? By Christine Geiger

Streaming video – 12 minutes Christine Geiger, Senior Director of Training at Next Level Exchange, asks do you run your recruiting business – your search practice – like an emergency room? Are you mostly reactive to the things that are coming your way during the day? Does your day run you, or do you run […]