How You Can STILL Make Money When Deals Fall Apart, Continued....

by Scott Love 3. February 2009 09:02

5. Solutions and feedback: Five minutes. Five more minutes is spent with each person giving one piece of advice regarding the issue. Feedback isn't discussed at this time. The issue owner writes down each item from the investigators, and puts a star next to each one where he wishes elaboration and discussion. Each investigator should only give one piece of input, then the next person and so on. This continues until five minutes is up or everyone has given all their input.

6. Discussion: Five minutes. During this time the deal owner opens up discussion and clarification on the items given during the solutions and feedback session that were most intriguing or require clarification.

7. Wrap-up: Two minutes. The owner or manager in the room (who has so far let the team facilitate this meeting) implements or encourages policy changes based upon the deal autopsy.

You're done. In seventeen minutes you have used a catastrophic event to improve the process so that it minimizes the likelihood of this mistake being repeated. My friend Jeffrey Gitomer, who owns a large sales training company in Charlotte, rewards his employees $100 each time they make a mistake. There's nothing wrong with mistakes, as long as you learn from them. Consider this exercise a way to make sure that you learn from each fall-off for the rest of your career.

Copyright (c) 2008 Scott Love
Scott Love improves recruiter performance by getting recruiters to think at a higher level, to develop a better strategy, to master recruiting tactics, and to develop better work habits. He has created a simple step-by-step system of recruiting success that is replicable. Over 2,000 search firms and staffing agencies have invested in his training products, seminars, videos, books and consulting. Visit his website for free videos, training tools, quizzes, instruments, and articles at www.GreatRecruiterTraining.com.

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How You Can STILL Make Money When Deals Fall Apart, Continued....

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