Ditching Hourly

Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.

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)