Bob Marshall decided years ago that we needed a resource at our desks that would save us time during the day. Thus, was born the QRG - a handy reference manual containing over 100 pages of checklists, scripts, rebuttals and closes...

Table of Contents

REFERENCES

1.            USA Area Codes & Time Zones                      

1a.          Calendars

2.            Motivational Messages                                     

2a.          Office Policies & Procedures

3.            Desk Layout                                                        

3a.          Planning Worksheet for Recruiters

TRAINING REMINDERS

4.            “What Do You Do?”                                          

4a.          Your Desk as a Manufacturing Plant

5.            Concept of Inverted Cones                              

5a.          Modularized Day

6.            Qualifier Job Order                                             

6a.          Fee Schedule & Guarantee Policy

7.            Mutual Cooperation-Employer                       

7a.          Mutual Cooperation-Candidate

8.            Eight Point Candidate Prep                              

8a.          Ten Reasons Vs. A Counteroffer

9.            Time Allocation-Job Order                               

9a.          Time Allocation-Candidate

10.          Daily “100 Point” Sheet                                    

10a.        Key to Daily “100 Point” Sheet

11.          The Numbers                                                       

11a.        Quarterly Goal Sheet

12.          Offer Acceptance Letter                                                   

12a.        Resignation Letter

THE CALL

13.          Multi-Tasking                                                      

13a.        Desk Progression to Ensure Success

14.          Sales Linkage                                                      

14a.        Qualifying the MPC                           

15.          Your FAB Presentation                                     

15a.        Twelve FAB Questions

16.          A FAB Worksheet                                              

16a.        Generic Benefits/FAB Rationale     

17.          Twelve Questioning Pointers                            

17a.        Questioning          

18.          Recruiting Information                                     

18a.        Word Conversions/3x3

19.          Marketing Opening Statements                       

19a.        NLP & Word List

DEALING WITH COMPANY OBJECTIONS

20.          Objections Preamble                                          

20a.        Qualifying Objections

21.          Harmonizing With Objections                         

21a.        “No Openings”

22.          “We’d Like To Run Ads First”                         

22a.        “We’re Not Hiring”

23.          “We Don’t Pay Fees”                                         

23a.         “We Don’t Pay Full Fees”

24.          “We Have an Exclusive with Another Firm”                

24a.        “We Have Had a Bad Experience with Agencies”

25.          “We’re Laying Off”                                           

25a.        “Call Personnel”

26.          “Your Office Is Too Far Away                        

26a.        “Send Me a Resume”

27.          “Why Interview In Your Office?”   

27a.        “Send Me More Candidates”

28.          “We Extend the Offer”                                      

28a.        “We Need a Longer Guarantee”

29.          “We Do Not Use Agencies                

29a.        “I’ll Think It Over”

DEALING WITH CANDIDATE OBJECTIONS

30.          “I’m Happy Where I Am”                

30a.        “I’m Afraid of Change”

31.          “They Made Me a Counteroffer                     

31a.        “Send Me to More Companies”

CLOSING

32.          Closing Preamble                                                

32a.        Trial Closing

33.          Agenda Closing-Employer