Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson. Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting,