When we as recruiters make marketing calls, we’re actually finding the companies who don’t need our services. In so doing, we’re also finding the other companies that desperately need us, and those are the ones that will make us rich. Here’s a…

We as recruiters ask questions to find out where we are in our selling sequence. Those questions need to be open-ended. I always think of the Rudyard Kipling poem when I think of open-ended questions: I have six honest serving…

Why do we as recruiters make marketing calls? We make marketing calls to find companies that fall into three general categories: First and foremost, those companies that have a tremendous urgency to fill a position. We recruiters are most often…

In numerous training articles and materials, I’ve mentioned a little book with profound advice. This book is titled The Four Agreements by Don Miguel Ruiz. In the beginning of his book, Don Miguel says that we didn’t get to choose our beliefs, but that…

Over the years in my career, even though I am considered a “nuts and bolts” type of a trainer, I have been lucky to associate with some of the great sales trainer motivators of all time. I grew up in…

I caught myself staring out the window at the front pasture, so icy and desolate in the late winter afternoon. It had been cold lately . . . unseasonably cold for Atlanta. And, with the vanishing warmth, I started having…