Passive candidates often cut off recruiters, ending their pitch abruptly. While recruiters might be desperate to get around this rejection, blogger Kris Dunn questions the effectiveness of hard-sell strategies that involve tricking the candidates in any way. But that doesn't mean a little (self)-deception isn't warranted, he says. "When you are cold calling, sometimes you have to get jacked up and take on an alter ego that is not your own, to get through the candidate cynicism and rejection," Dunn says.

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Fistful of Talent

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