Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Mosley, Managing Partner and Senior Director of Training and Development at Next Level Exchange, about understanding how clients and prospects think. Rob, a seasoned executive search trainer, shares insights on how professionals can shift from a self-centered sales mindset to a client-centric approach, ensuring they truly understand what drives their prospects’ decisions. He explains that most salespeople focus only on their objectives, missing the deeper motivations and needs of their clients, which results in lost opportunities and weaker relationships. Key topics include the eight stages of decision-making that every client goes through, the importance of pre-call preparation to gather insights on a prospect’s business, and how to structure conversations around a client’s goals and challenges rather than leading with a sales pitch. Rob also introduces the "Compelling Connect" strategy, which emphasizes the need to start conversation