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Ditching Hourly
Trailer
Bonus
Episode 62
Season 1
The Language of Business with guest Norman Lieberman
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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Do you have questions about how to improve your business?
Things like:
Do you have questions about how to improve your business?
Things like:
- Value pricing your work instead of billing for your time?
- Positioning yourself as the go-to person in your space?
- Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?
Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.
Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.
To book your one-on-one coaching call, go to:
https://jonathanstark.com/call
I hope to see you there!
