I have recently spent a day with a client focusing on new business calls. What struck me time and time again was the lack of planning before the recruiter picked up the phone to a potential client.

What then subsequently happened was that the recruiter was unprepared for the call, and because his only objective was to ‘get some jobs in’ this resulted in a failed call where the recruiter spoke too much, didn’t ask enough questions, sold his services too soon, didn’t listen to the client, didn’t know how to deal with the objections that he was receiving and was left stranded when he couldn’t then decide what he was trying to achieve or how to close the call.

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