The Language of Business with guest Norman Lieberman

Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling. Talking Points You have to take control of the conversation in the first 20 seconds The importance of finding out the client's problem before you even think about selling anything to them Why talking about your company, product, or process is worse than useless Why to lead with a question and then shut up What you can learn from a cold-calling master, even if you'll never do them yourself How to bring prospects back to what they want accomplished if they start talking about price too early in the conversation How to pull a relationship together out of thin air How to anchor your high price against the much higher cost of doing nothing How to respond to a client who asks if you guarantee your work How to make buyer's eye glaze over (and what to do instead) Links Norman's site Norman's email Learn Your Lines Jill Konrath on TBOA The Secret of Selling Anything The Red Balloon ----Do you know you need to niche down, but keep hesitating because you're afraid of picking the wrong niche, cutting off good opportunities, or boxing yourself in?You DON'T need more convincing that vague positioning is a problem.You DO need a way to make positioning feel less risky so you can finally choose a direction, test it in the market, and adjust without blowing up your business.On Tuesday, September 8th, 2026, at noon Eastern Time, I'm running a live workshop called Positioning For Soloists Having A Hard Time Niching Down.That's what we'll tackle in this workshop.It's the second session of my Fall 2026 Soloist Growth Workshop series for expertise-based business owners just like you.Live attendance is limited to 20, so don't wait.Learn more at: https://jonathanstark.com/sgsEnroll in Positioning For Soloists now »Hope to see you live in Zoom on Tuesday.