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This article is based on a conversation between Brad Bialy and Dan Fisher on Take the Stage, a podcast/vodcast presented by Haley Marketing. For this episode and others search for “Secrets of Staffing Success” on your preferred podcast player or watch past episodes on YouTube.
Do you ever feel like your cold calls are going nowhere? That’s likely because, to your prospect, you sound just like everyone else making a cold call.
Dan Fisher of Menemsha Group says staffing sales reps often trigger a “mental spam filter.” Buyers are flooded with the same pitches, the same scripts, the same pushy tactics. And when they hear it—again—they shut down.
“Once they’ve had a few bad calls like that,” says Fisher, “they assume you’re just like the last rep who wasted their time.”
The fix? Say something different. Sound different. Actually be different.
Why the Commodity Pitch Kills Your Chance
Staffing is seen as a commodity service. Everyone claims to put “great people in great jobs.” Everyone says they’re faster, better, more responsive. So if you call with that message? All you do ia blend in. Not stand out.
“We complain that we’re treated like transactional vendors,” says Fisher, “but the way we behave on cold calls is one reason why.”
Stop Pitching. Start Flipping.
A strong cold call isn’t a monologue. It’s a back-and-forth. But too many reps default to “tell mode” and never pause long enough to ask a question that matters.
One of Fisher’s most powerful techniques is called flipping. When a buyer pushes back, “Not interested,” “Now’s not a good time,” don’t fight it. Flip it.
Try this: “I completely understand. Just so I’m sharing something valuable… what exactly are you looking for when it comes to new vendors?”
Now you’re re-engaging the buyer with a question. You’re guiding the call instead of steamrolling it.
Be Curious, Not Controlling
Another common misstep? Trying to “control the narrative.” Reps think they need to steer the conversation, manage every objection, push toward a close. But real buyers don’t want to be controlled. They want to be heard.
“Instead of bringing the customer closer,” says Fisher, “you’re actually creating distance.”
Differentiate by Doing the Opposite
Here’s a simple principle you can steal today: do the opposite of what your competitors are doing.
If your competitors rush to pitch, slow down.
If they talk about features, talk about impact.
If they dominate the conversation, lead with questions.
Being different doesn’t mean being dramatic. It means being intentional.
Ready to Become More Effective at Selling Staffing?
Listen to all of the advice on this important episode of Take the Stage featuring Brad Bialy and Dan Fisher of Menemsha Group on YouTube:
https://www.youtube.com/watch?v=-kyqf51L1PQ
The post Stop Sounding Like Everyone Else: How to Actually Stand Out on a Cold Call appeared first on Haley Marketing Group.
