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Limited time full 5 CD set: 20% off only $360!
Oz Training CD's For Lunchtime Computer Learning!
PowerPoint 30+ Minute Presentations Narrated by Al Dubuc
(Presentation Requires QuickTime, included on CD)
CD #1 Oz Training CD Series I-Sales 103
Beyond 'Tech Specs'-Achieving Business Solutions!
- The importance of going beyond technical!-Learning about the project-Return-on-investment questions-Gaining an enterprise-wide customer perspective-Learning the customer's "Table of Organization"-Using the "Circle of Influence" to Meet the Boss-Interviewing the buyers "peers"- Enhancing staffing specs-Talk to the "influencers"-Questions you never thought to ask!-Qualifying the order-and focus!- Personality traits trump technical capabilities-Selling Exclusivity-How to remove the competition-Six reasons a customer will give you an exclusive!-Obtaining interview timeslots ahead of time-Removing the resume as a sales tool-Testing for smokescreens-Avoiding "Dastardly Discounts"-Technically qualifying when you are not!
CD#2 Oz Training CD Series I-Sales 101
Engaging Customers & Winning Business!--
Objection Anticipation as a Science
- Selling on suitability vs. eligibility-Questioning industry habits-Addressing 15 Common Objections-Four types of objections-Objection anticipation: Making objections specific-Three ways to address "I have my favorite vendors."-Turning objections into positive requirements-Selling within Vendor Management Systems-Qualifying with Conditional Closes-How to overcome the objection: "You're not technical."-Achieving the "in person" meeting-Turning down bad business
CD#3 Oz Training CD Series I-Recruiting 101
Top Shelf Recruiting!-Poised, Prepared and Proactive
- People Selling People to People-Embracing the "Entertainment Value" in the industry-Industry Trends that squeeze great recruiters-Eligibility vs. Suitability- Anticipating Objections: Profiles that just don't work-Addressing 11 specific objections-Probing for weakness- "Yellow" and "Red" flags-The recruiter two-step-the best vs. the fastest-Answering "What is the client willing to pay?"-Pro-active recruiting strategic with sales-Defining a niche, and getting a reputation-Putting the "In-Depth" into "In-Depth phone interview"-The16 goals of the "IDPI"-Closing candidates with more than one offer-Connecting, and conditionally closing the candidate
CD#4 Oz Training CD Series I-Recruiting 102
Candidate Retention AND Healthy Profits--
A Recruiter's High Wire Act
- Services we provide our consultants-Answering "How much do you take off the top?"-Spotting potential problems early-Paying market rate to our consultants-Min-max negotiation-Connecting for profit-Laying a foundation in negotiation-Testing reality in negotiation-Asking the "W-2" question for verification-Using the "flip-flop" for unreasonable requests-Going to the balcony during negotiation-Frank discussion of expectations for candidate control-Obtaining agreement that the "bidding war" stops here-Giving yourself a raise-Non-dollar items of value for the consultant-"I need more bucks. The specs changed in the interview!"-Turning down bad business.
CD#5 Oz Training CD Series I-Sales 102
No Discounts Allowed!-Negotiation for Profit
- Structure of the Business Transaction-"How much are you taking off the top?"-Services we provide our customers-and charge for!-Providing "First Choice Service"-Min-Max Negotiation Techniques-Laying a foundation in negotiation-Testing reality in negotiation-Using the "flip-flop" to address unreasonable requests-Talking "hypotheticals" in negotiation-Turning down bad business-Giving yourself a raise-Unnecessary Evils-Additional non-dollar items of value for the customer
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