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Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
Show Notes
Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
Talking Points
- You have to take control of the conversation in the first 20 seconds
- The importance of finding out the client's problem before you even think about selling anything to them
- Why talking about your company, product, or process is worse than useless
- Why to lead with a question and then shut up
- What you can learn from a cold-calling master, even if you'll never do them yourself
- How to bring prospects back to what they want accomplished if they start talking about price too early in the conversation
- How to pull a relationship together out of thin air
- How to anchor your high price against the much higher cost of doing nothing
- How to respond to a client who asks if you guarantee your work
- How to make buyer's eye glaze over (and what to do instead)
Links
- Norman's site
- Norman's email
- Learn Your Lines
- Jill Konrath on TBOA
- The Secret of Selling Anything
- The Red Balloon
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What if your ideal buyers looked forward to getting an email from you. every. single. day?
That’d be pretty sweet, right? But how would you get started...
Email365 will show you the way.
Sign up to get notified about the next session before "life happens" and you forget:
KEEP ME IN THE LOOP »
I hope to see you in the next session of Email365!
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