According to Jeff Kaye, it is about your ability to differentiate yourself from competitors. Why is this important?

“If you fail to differentiate in your approach, you will be forced to differentiate by price,” says Jeff, who returns to Fordyce TV this Tuesday, February 17 at 2pm.

In his long-awaited third episode of Next Level Live, Jeff returns with special guest Rob Mosley to discuss the following:

• How do we position ourselves in a way that differentiates us from our competitors?
• How do we build real value in a market that tends to see us as vendors or a commodity?
• How do we properly manage client tactics and demands to elevate the level of our relationship with clients?

About Special Guest Rob Mosley

Rob, the senior director of training and development for Next Level Exchange, previously served as the Chief Learning Officer at MRINetwork Corporate in Philadelphia. There, he was responsible for all training and sales development of 1,100 offices worldwide. Previously, Rob was with the Acclivus Corp., an international performance development company, where he facilitated training on five continents. Rob’s knowledge of the search industry comes from 10 years in the physician search industry.

By the way, Rob will be speaking at the Fordyce Forum in June. This upcoming episode of Fordyce TV — which starts promptly at 2pm ET — will give you a taste of his phenomenal training style.

***Updated: Here is the video presentation from Jeff’s show with Rob:

The show was a big hit, since most recruiters understand the definition of rejection — but do we know how to overcome it? This episode taught us ways to overcome rejection, but to learn the art of blocking resistance. In our business, we typically see resistance falling into “four buckets,” but there are ways to learn the signals to overcome these roadblocks.

What can you do to reduce resistance before you get it? First, think about what hiring authorities do not want. Why do they say no? Kaye and Dunne say it’s because, in part, recruiters sounds nervous, scripted, are not listening, or offer no value proposition. Do your calls fall victim to any of those traits? If so, learn to reduce that rejection by implementing the tips Kaye and Dunne offer in this episode.

If you were unable to catch the show live and/or you want to see it again, we have recorded it and you can enjoy the show here:

In addition, you can keep up with Jeff in his group, Next Level Live, on the Fordyce Network. You can also learn more training tips on Next Level Recruiting Training. Special thanks again to the show’s sponsor, SendOuts.

Tune in next week to catch a brand-new show entitled Splits Happen! starring Dave Nerz, president of NPA Worldwide. The show will premiere Tuesday, January 27 at 2pm.

See below to watch Jeff’s presentation and keep your eyes on the site for more Fordyce TV in 2009! We apologize for the slight glitch that cut off the first couple minutes of the presentation.