Ditching Hourly The Language of Business with guest Norman Lieberman
Sep 19, 2018
59:53
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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Before you go!
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!