BREAKTHROUGH! Table of Contents

CHAPTER	CHAPTER TITLE	PAGE
	Introduction	1
1	Organizing and Developing Your Client Base: Part I	15
2	Organizing and Developing Your Client Base: Part II	33
3	Developing Repeat Business	49
4	How to Achieve Strong Billings In Any Market: Part I	59
5	How to Achieve Strong Billings In Any Market: Part II	67
6	Time Management and Planning	83
7	Solution to a Problem: Motivating the Client to Sell	99
8	Capitalizing on the “Difficult to Fill” Position	103
9	Presenting and Merchandising the Candidate to Client	109
10	Verifying the Interview/Coaching the Client	117
11	Testing the Search	125
12	Candidate Concerns – Why and How	131
13	Marketing the Candidate – An Overlooked Basic	143
14	Marketing the Candidate – More Overlooked Basics	153
15	The “Send Me a Resumé” Delay	157
16	Planning the Closing Call	173
17	Slump! Cause and Cure	179
18	Managing the Process	187
19	Dealing with Comfort Levels: When The Striving Stops	199
20	The Stages of Skill Improvement	207
21	The “Plateaued” Recruiter	215
22	From Good To Great: Part I	233
23	From Good To Great: Part II	255
24	Outside Training: Part I	285
25	Outside Training: Part II	301
26	Eight Ways to Increase Production	315
27	Fourteen Giants & a Pygmy: A Survey of Books on Selling	327
28	Developing Your Voice	345
29	Care and Feeding of the Voice	353
30	Born to Win!	365
	Epilogue	369
	Recommended Products and Services	386