Ditching Hourly

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