There is a pivotal moment in the conversation where you shift – and it is done by simply asking the question: “Are you fully staffed right now.”  Once you have that question answered, you must have a series of high-gain, prepared and scripted questions that will allow you to navigate through the remainder of the call – regardless of whether the answer was ‘yes’ or ‘no’.  Overall, this call is easy to execute, because clients now view you as a personal resource and not just a professional one for their hiring needs.


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