Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Lejeune, leadership consultant and former executive search firm owner, about the power of “selling with your ears instead of your mouth.” Drawing on decades of experience in recruiting and consulting, Mike emphasizes that effective business development starts with empathy, relevance, and deep listening. He explains how professionals can shift away from pitch-driven conversations and instead focus on the client’s needs, challenges, and emotions—especially in today’s post-pandemic “reset” environment. Mike encourages listeners to prepare for meetings by crafting thoughtful questions rather than rehearsing sales scripts. He shares techniques like summarizing what clients say to confirm understanding, staying fully present in conversations, and uncovering the deeper personal drivers behind business decisions. This client-first approach builds trust and positions professionals as valued advisors, not vendors. With practical takeaways and h