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The 9-to-5 Cure by Kristin Cardinale

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CHAPTER 13

Stand and Deliver

It’s time! It’s time to stand up and proudly proclaim to the client who you are, what you have to offer, and how much it will cost to recruit you. The trick is getting the decision maker to extend an offer and pay the price that you have in mind. Making this happen is all about perception—in other words, delivering your marketing pitch in such a way that the decision maker feels like he or she absolutely must have the product or service that you are selling.

Perception Is Everything

Sometimes, igniting that gotta-have-it feeling in a prospective employer requires “tinkering with perception,” according to Rory Sutherland, advertising guru. During a recent TED Talk, Sutherland told a story that illustrated just how ...

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