| Table of Contents | ||
| Chapter | Page | |
| Introduction | 1 | |
| The Foundation: Right Up Front | 1 | |
| Part I: Debriefing the Candidate | 5 | |
| 1. The Follow-Up Call/Debriefing | 7 | |
| 2. The Reflexes of Success | 11 | |
| 3. The Follow-Up Form: Part I | 21 | |
| 4. The Follow-Up Form: Part II | 29 | |
| 5. Perfecting the Follow-Up Call | 35 | |
| 6. What I Do, I Understand: Part I | 43 | |
| 7. What I Do, I Understand: Part II | 51 | |
| 8. Follow-Up After Interview: The Critical Critique | 61 | |
| 9. Random Rebuttals: Part I | 67 | |
| 10. Random Rebuttals: Part II | 79 | |
| 11. Random Rebuttals: Part III | 99 | |
| 12. Proving It Works | 109 | |
| Part II: Closing | 117 | |
| 13. The Most Sophisticated Sale | 119 | |
| 14. Principles of Closing for Search Consultants | 127 | |
| 15. Offer Extended! What Now? | 137 | |
| 16. The Mind of the Candidate | 145 | |
| 17. Logic Versus Emotion | 151 | |
| 18. More Emotions | 161 | |
| 19. The Cumulative Dollars Close | 169 | |
| 20. Positioning | 179 | |
| 21. The Casino Close | 185 | |
| 22. The Alternatives Close | 191 | |
| 23. The Pool Close | 199 | |
| 24. If You Were In Charge Close | 209 | |
| 25. What Has Changed Close | 217 | |
| 26. The Leveraging Your Career Close | 223 | |
| 27. The Cost of Living Close | 229 | |
| 28. Offer Problems! Part I | 235 | |
| 29. Offer Problems! Part II | 245 | |
| 30. The Investment Close | 253 | |
| 31. I’m The Professional In My Field Close | 261 | |
| 32. The Lithuanian Close | 265 | |
| 33. Leave the Door Open | 271 | |
| 34. Pulling It All Together: Part I | 275 | |
| 35. Pulling It All Together: Part II | 293 | |
| 36. Pulling It All Together: Part III | 305 | |
| 37. The After Action Review: Part I | 315 | |
| 38. The After Action Review: Part II | 325 | |
| 39. Summing Up | 331 | |
| Addendum | 339 | |
| Mastering the Art of Recruiting: Part I | 341 | |
| Mastering the Art of Recruiting: Part II | 365 | |
| Additional Products | 379 | |