1. Mike Fazio - CareerTEAM Solutions EMAIL: mike@careerteam.com VISIT: www.workforcecircus.com Orlando.December.5.2013

2. Provide Assist Help Act Offer.. Connect. Train.. Prepare. Contact. Tell. Inform. 3. one word. 4. Placements/ Retention/ Interviews/ OJT/ Tax Credits/ Wage Subsidy/ Supportive Services 5. CareerTEAM Solutions Mike Fazio Vice President CareerTEAM Solutions www.careerteam.com mike@careerteam.com 6. Workforce Training Visits 7. Telling Is Not Selling! 8. Selling is simplysharinga way of enthusiasm for something you want everyone else tobenefit from. 9. TheBusiness of Unjustly Separating Money From Unwilling People. An Act of Aggression. Trying to Force People to Buy What They Dont Want or Need. The Applied Science of Getting People Upset. 10. Your Organization Your Programs Your History Your Successes Your Knowledge Your Awareness Your Brand Your Enthusiasm Your Stories Your Determination Your BenefitsYourself!! 11. It all boils down (these days) to understanding and committing to improve, or even master the following things:Stats/FactsBrandability Technology5 Pillars Connecting Presentation Skills 5 Slide 12. CHANGED WORLD THEN Work Hard, Structure Loyalty is Valued Gold Watch Job Security Long-Term Employment Retirement Benefits Work at the PlantNETWORKINGNOW Work Smart, Flexibility Train Yourself Tenure 3.2 Years 15 Jobs Per Person Focus on Funding Own Retirement 60% Telecommute, Mobile WorkersCONNECTING 13. March 2009 @ 8.5%2013 @ 7.9% 14. Its not just about who you know anymore Now its more about who knows you. 15. Connecting is the new Networking 16. Right now. 17. CONNECTINGmeans creating a memorable and emotional bond with someone. 18. Building a Foundation for..Change Individual ThinkingBehaviorPlan or SystemsPerformance 19. Human Potential Habits Attitudes ActualBeliefs ExpectationsRealized 20. FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF MANY YEARS OF EXPERTS 21. FINISHED FILES ARE THE RESULT OF YEARS OF SCIENTIFIC STUDY COMBINED WITH THE EXPERIENCE OF MANY YEARS OF EXPERTS 22. A A AA A A 23. Branding Branding aims to establish a significant and differentiated presence in the market 24. When others think of you they currently think________? VS. When others think of you, ideally you want them to think______? 25. How other workforce organizations do it. 26. ABC Shoes,FOR GOVERNMENT WORKER 27. Mike Fazio - CareerTEAM Solutions EMAIL: mike@careerteam.com VISIT: www.workforcecircus.com Orlando.December.5.2013 28. Selling When? MOST of the time. 60% or 24 hours per week: Employer Engagement GO SELL!!!!!30% or 12 hours per week: Client Interaction10% or 4 hours per week: Administrative Activity 29. Telephone. Internet. Referral. Cold Calling. Old Customers. Merchants Association. SHRM Association. Networking/Socializing. Create a Pool of Most Influential Contacts (centers of influence). Local Newspapers. Job Fairs.Out of 50 Calls How Much Success?1 or 2 YES Replies 30. Factgathering Learning about the business or client 31. Two Things To Do With Objections: 1. Uncover.2. Overcome. 32. Objections are Deal Makers Not Deal Breakers!No Objections No Serious Involvement.Objections are Rungs on the Ladder to Success.Love Objections. 33. 1.I can understand..2.I can appreciate3.Thats exactly why 34. Truths. Not opinions.Case Notes. Not memories. Be specific. Not vague. Stats. Not theories. 35. Questions as endings, designed to get someone to say YES. 36. Arent They? Arent You? Cant You? Couldnt It? Doesnt It? Dont You Agree? Dont We? Shouldnt It? Wouldnt It? Havent They? Hasnt He? Hasnt She? Isnt It? Isnt That Right? Didnt It? Wasnt It? Wont They? Wont You? 37. Thats TELLING.This is SELLING.Mark, a tie looks greatwith your suit. It shows the type of professionalism thats required to be successful in a job like youre applying for. You want to look professional, dont you? 38. If your customer says no, they would saying no to looking professional. This is why they will most likely say yes to the question. The best part about this is that it gives you the leverage to handle their objection if they say no to your close. 39. Customer: No, I dont want to wear a tie You: Mark, I understand your hesitation. Remember, weve discussed many times that professionalism on the job is what helps in your success, havent we?Customer: Yes You: Well, thats exactly why you need to wear the tie! 40. Golly Gee, that Mike Fazio sure is one cool guy and great trainer__________? 41. Mike Fazio VISIT MY WORKFORCE BLOG EVERY DAYww.workforcecircus.com CONTACT ME FOR TRAINING & WORKSHOPSmikefazio@comcast.net