Webinar Registration

L.A.C.E.S Effectively Respond to Resistance

Date & Time: Thursday, December 19, 2019 at 1:00 PM CST

Cost: Complimentary

Presenter: Rob Mosley, Managing Partner, Next Level Exchange


Every time a candidate or client has resistance of any form, it is your moment to build a bridge of trust and value in the relationship. This is exactly why resistance is a necessary and even essential part of the sales/recruiting process and should not necessarily be viewed as an obstacle; it should however, be viewed as an opportunity to influence, inform, and guide our candidates and clients when they have an incomplete or inaccurate perception about us or our services and solutions.

Join us for our December Industry Insider webinar series as Rob Mosley with Next Level Exchange discusses LACES, the acronym that stands for Listen – Acknowledge – Clarify – Expand – and Seek Agreement. LACES demonstrates how we respond to resistance at any stage of the sales process. The purpose of the LACES model is to ensure that we respond to any type of resistance and communicate to the prospect/client that we are actively listening and want to better understand their perception and point of view. It also allows us to better and more accurately position our value and make guiding suggestions in order to gain agreement on moving forward in the sales/recruiting process.  

By the end of this session, you will be more prepared to effectively respond to resistance.

Please click here to download the LACES Exercise handout prior to the webinar session.

Register for: L.A.C.E.S Effectively Respond to Resistance



About the presenter:

Rob is a Managing Partner for Next Level Exchange, a global learning collaborative dedicated to the Search and Staffing Industry. Rob comes from MRINetwork™ Corporate where he served as the Chief Learning Officer, responsible for all training and sales development of more than 1,100 offices worldwide. Rob’s knowledge of the search industry comes from 12 years with Merritt Hawkins and Associates, now part of AMN Healthcare. Rob served as Vice President of Corporate Business Development.

He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People and Patrick Lencioni’s The Five Dysfunctions of a Team. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy.

Rob is a keynote speaker and facilitator at continuing education seminars in the areas of business to business sales execution with a focus on collaborative client development, team effectiveness and performance management.


As an administrative and financial solutions provider to the staffing and consulting industry, it is our philosophy to be an active member in the staffing industry by staying abreast of the ever-changing market place. For that reason, TRICOM was pleased to launch the Industry Insider webinar series designed to share our expert knowledge and resources with our fellow staffing industry colleagues. One of our core values is to build relationships and become a leading resource to staffing and consulting firms nationwide.