Archive - Expert Advice – Sales

A Tale of Listening Vs Hearing

Tweet We all know listening skills are important for recruiters, right? Everyone tells us that this is the case and everyone who hears it agrees it is true. Yet how come there are still so many who fail to listen properly. Let me qualify things a bit further. There is a difference between hearing and [...]

Client Objection Handling

Tweet Having delivered a sales training programme last week, the age-old bugbear of the recruitment consultant reared its head – objections! It never ceases to amaze me how long some of these objections have been around and how many still see them as such a roadblock. I remember some of these from my first few [...]