CHAPTER 5Artist Buyers vs. Accountant Buyers

I JUST KNEW THERE WAS A QUESTION I FORGOT TO ASK. It’s 1985. There’s a guy (yours truly) who is new to selling recruiting services, but very well trained. He has one thing going for him—a great job-hunting candidate, Jane. Jane has three things going for her. She’s a great salesperson, she’s great looking, and her husband pitches for the Boston Red Sox. If you can’t start a good conversation trying to place this woman into a sales job, you don’t deserve to be in sales yourself.

Now the worst objection anyone can encounter in the search business occurs when your prospects say they won’t pay fees to find salespeople. They can run an ad in the paper and get hundreds of responses. Why spend $12,000 on ...

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