MASTER THE ABILITY TO PRE-CLOSE
Published on 2 Nov 2006 at 12:56 pm.
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What we do for a living is “sales”. The sale is made more difficult because there are human beings on both sides of our sale. They talk back, change their minds and don’t often care about hearing our opinions.
You greatly increase your chance of success if you ask pre-closing questions throughout the entire placement process. When you are interviewing the process should be question, answer followed by a pre-close. For example:
Question: What is most important to you in your job search?
Answer: Chance for advancement.
Pre-Close: So what your asking me to do is find you an opportunity you can grow into vs. grow out of?
By doing this you are also proving your ability to listen and understand what is most important to the individuals you represent. The word close infers something done at the end of a process. In the profession of recruiting you need to pre-close throughout the entire process to eliminate surprises that can ruin a placement.
Remember when you are interviewing:
QUESTION/ANSWER/PRE-CLOSE
QUESTION/ANSWER/PRE-CLOSE
This guarantees that you are “HEARING” and more importantly “UNDERSTANDING” what is being said by your candidates! The end result is – no surprises! You know what is important to this person you are representing which makes it easier to make an appropriate match!
Barb Bruno, CPC, CTS
