Just because you're paranoid doesn't mean everyone's not out to get you. But in listening to thousands of hours of recruiter's calls we know that we create most of our own issues. Candidates don't "lie". They instead judge you to be ineffectual and elect to hold back their real thoughts from you because they see no benefit to them. Clients will trust you when they feel they're in the hands of a pro who can deliver solutions to their staffing issues. They are all besieged by recruiters claiming to do the same things, with the same process, and often the same verbiage.
So in this meeting we will review:
Rebuttals to "You called me.", "How much does the job pay?" "I'm not looking, but whatcha got?"
We'll show how to get a client's trust by the proper positioning of the fee discussion.
We'll discuss how to determine the seriousness of a candidate, and the qualifying questions required to:
1) send them out with confidence
2) deflect and ask for referrals
3) measure the "pressure" they feel for change.
We will also help you label your persuasion type! Many of the closes your boss recommends, you will never use because "the close itself is not your type,” much like a car or suit of clothing. You need to be using closes you believe in. Because then you will feel confident, and people respond to confidence, by trusting, and telling the truth, and then you will have arrived. And you will no longer be paranoid.
But in case we're wrong, watch your back.