Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Six The Third Approach by Bob Marshall September 30th, 2025 PART SIX The Third Approach Third, and finally, if the objection surfaces again—and you determine it’s genuine rather than just hesitation—you’re likely dealing with a true condition. At this point, your job is not…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Five The Second Approach by Bob Marshall September 23rd, 2025 PART FIVE The Second Approach One of the biggest mistakes salespeople and recruiters make when they hear an objection is to immediately dive in and debate it. That only gives the objection more power.…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Four The First Approach by Bob Marshall September 16th, 2025 PART FOUR THE FIRST APPROACH – The FAB Presentation Before it comes up The best way to prevent objections is to address them before they arise. One proven method is the FAB Presentation—Features, Accomplishments,…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Three The Objection Formula by Bob Marshall September 9th, 2025 PART THREE THE OBJECTION FORMULA Every recruiter dreads objections—until they realize objections are where deals are won. Top producers don’t fear pushback; they welcome it. Why? Because objections mean the client is engaged. If…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part Two The Five Step Plan by Bob Marshall September 2nd , 2025 PART TWO OBJECTIONS Objections are not the end of the road—they’re simply part of the journey. Too many recruiters treat an objection as a rejection, assuming the hiring manager (HM) has decided…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- Part One The Five Step Plan by Bob Marshall August 26th, 2025 PART ONE The Five-Step Plan for Winning Clients in Today’s Recruiting Market If you want to thrive in recruiting, you need more than hustle—you need a system. Too many recruiters wake up each…

Adaptability – Our Prime Directive SELLING VALUE --A Thirteen-Part Series-- The Preamble by Bob Marshall August 19th, 2025 I am going to start this Introduction a little differently by looking back at an example of how we can get blinded by reaching out for the new SHINY OBJECT, when we should stay with what got…

Business Development Analysis for High-Performing Recruiters ($1M+ Annual Billers) by Bob Marshall August 12th, 2025 Bob Marshall, TBMG, Int’l – Part Eight Question-by-Question Analysis 8. Do High-Performing Recruiters use Virtual Assistants…especially Overseas; Assistants who set up appointments and/or basically call whoever I need them to call? Evidence-Based Conclusion: YES. Today’s top recruiters…

Business Development Analysis for High-Performing Recruiters ($1M+ Annual Billers) by Bob Marshall August 5th, 2025 Bob Marshall, TBMG, Int’l – Part Seven Question-by-Question Analysis Part Seven – Are High-Level Billers Embracing Digital & Email Marketing to Stay in Front of Hiring Managers? Evidence-Based Conclusion: YES – Today’s top-producing recruiters are using digital…

Business Development Analysis for High-Performing Recruiters ($1M+ Annual Billers) by Bob Marshall July 29, 2025 Bob Marshall, TBMG, Int’l – Part Six Question-by-Question Analysis Part Six – On LinkedIn: Are Big Billers Still Using Sales Navigator, or Have They Graduated to LinkedIn Recruiter for Smarter Sourcing? Evidence-Based Conclusion: TODAY’S TOP PRODUCERS LEVERAGE BOTH TOOLS STRATEGICALLY—BUT…