I'll be in your area tomorrow. I could see you at 10 or 11. Which would you prefer?

If I could show you a way to increase your salary by 50%, would you be interested?

I was given your name by someone who highly recommended that we speak.

I've been working a confidential search for a direct competitor of yours.

We've all either used or been on the receiving end of these ancient and hackneyed lines. Back in the bad old days, when aluminum siding was new, pretty much every sales person used lines like these. Sales!

And then, eventually, things evolved and we moved into consultative selling. We tried to listen more and to find out what our customers really wanted. We consulted with them. Bottom line was we still wanted to sell something. Sales!

So what are we doing today? I don't know what you're doing but I know that I listen a whole lot more, that I'm always looking to add value, and that I totally respect the time of my customers. Sales!

Recruiting is different to selling hard goods like cars and washing machines or soft goods such as computer software and consulting services. When you're selling products or services the customer will either buy what you're selling or not. Recruiting is different because you always have to make two sales to make one. If the hiring manager wants to hire your candidate but they have a better offer somewhere else it's going to be no sale unless you can turn things around. Sales!

I used to think that I hated sales people. I know I don't care for people who only contact me when they want something. I know that I detest people who lie, cheat, or steel. I'm not interested in spending time with someone who demands my time and doesn't add significant value. I no longer hate sales people. I choose not to spend time with people who have an amateurish or unsophisticated approach to their craft.

So let's all up the ante, do a great job, focus on what our customers really want and do what we can to help them get it.