4 Cornerstones
It impacts how you react to setbacks and failures.
What is attitude?
The obstacles of this include habit, the rhythm of response, time pressure, and internal filters/biases.
What is active listening?
The direct correlation to your company's ability to deliver on what you promised during the sales process and ability to adapt to changing needs over time.
What is Risk Management?
What is the QPR?
Sets you apart from the competition.
What is overcoming objections?
Getting out of the mindset that the rest of the world is to blame for your problems.
What is personal accountability?
The method of solving current problems and preventing future problems.
What is Operating Reality?
Key Decision Maker change, lack of innovation, not meeting SLA's, and lack of responsiveness
What are the top reasons for client risk?
Not holding them quarterly, the right people are not in attendance, go crazy with data, it's not about the customer, and not using it as a cross-selling opportunity.
What are the 5 most common mistakes made in QPR's?
Staffing is too expensive, we are happy using multiple agencies, performance has been poor, I don't have time for your QPR, workers comp charges are too high...
What are common client objections?
Steady persistence in a course of action, especially in spite of difficulties, obstacles, or discouragement.
What is perseverance?
Understand my needs and wants, fair income, and take time to care and develop them
What is the Voice of the Talent?
A service provider that becomes complacent over time.
What is a frog in boiling water?
Minimizes distractions, improves communication, keeps goals top of mind, and eliminates bad habits and fear of failure.
What is QPR preparation or "call planning"?
L.A.E.R. (Listen, Acknowledge, Explore, Respond)
How do we manage and overcome objections?
Only the fittest survive.
What is digital Darwinism?
Understand my needs and wants, send me only qualified talent, and make sure talent is prepared and know exactly what is expected of them.
What is Voice of the Client?
Your client begins canceling meetings, not responding to emails, and asking about your pricing.
What are signs that the end may be near?
A failure to plan is a plan to fail.
What is the reason for the Call Planning Worksheet?
Don't be defensive and don't immediately ask a question.
What are tips for handling objections?
Grow stronger over time and become automatic.
What are habits?
You cannot act in someone's best interest unless you are here.
What is in their operating reality?
A minimum of 3 relationships at different levels.
What is the web of influence?
"I'm gonna wing it."
What are things you shouldn't say when preparing for a QPR?
When you do this effectively and acknowledge your client's concerns by repeating them in your own words, you can better understand his or her operating reality.
What is active listening?