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29 programs
Foundations of IPMERC
The six-phase call structure, from Intro to Close, with a worked example per phase.
Intro - the first 30 seconds
An opener that survives the first 30 seconds and starts the real conversation.
Probe - open questions that surface the need
Open questions that uncover the real pain point before you deploy a FAB.
Match - FAB on the stated need
A FAB that lands because it connects to something the client just said out loud.
Expand - setting expectations
Sharpen expectations upfront so they don't diverge later.
Rules of Engagement - process agreements
Process agreements that make the difference between collaboration and tug-of-war.
Closing - confirmed next steps
Why most closes fail before the close, and what to do about it.
Objection handling with WRIOC
Welcome · Re-examine · Isolate · Overcome · Close.
Price and salary objections
WRIOC applied to the two objections that come up on every call.
FAB construction
Feature · Advantage · Benefit. In that order. Always.
USPs and one-liners
Memorable lines that compress your USP into one sentence.
Recruitment process · sourcing to placement
The five-phase delivery process, with KPIs per phase.
Cold calling and the gatekeeper
The 10-second opener, the relevant trigger, and three ways past the gatekeeper.
Retained search and partnerships
Selling retained search instead of NCNP, and how partnerships compound the funnel.
Sales mindset
Mindset principles: no jargon, take a position, 30/70 talk ratio, control the agenda.
Hot Job · lead-to-deal
What separates a Lead from a Hot Lead, and how to close one in a single IPMERC pass.