In order to become a strong closer, it is necessary to eliminate the element of surprise. Due to the fact that both sides of our sales involve human beings, our closes will always have challenges. Candidates also know they are in demand and can be difficult to close.
Candidates often:
- Change their minds
- Demand more money
- Don’t want your opinion
- Listen to the opinions of friends and associates
- Will interview through other sources
- Will make decisions based on WIIFM (What’s In It For Me)
You should begin to close your candidate with your very first contact, whether this is made by telephone, email, or in person. You must become the best listener in this person’s life and have a goal to become their lifetime agent.
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Many of the people you will represent will be recruited candidates. They receive an unsolicited call from you and you wonder why their answers are guarded during your initial conversation or interview. The easy answer is, trust has not been established. As you continue to represent this person, the level of trust will improve and their answers will become more honest.
Whether you are working the candidate or client side of the process, it is important to follow this process: Question – Answer – Pre-Close. The pre-close is guaranteeing that you are hearing what your candidate and clients are saying.
The following five techniques will help you become more proficient at closing:
- Determine problems, issues or needs
- Focus on the WIIFM vs. WWD
- Treat objections as buying signs
- Develop and promote your brand
- Under-promise, over-deliver
When your candidates use words like challenge, advancement, communication or other descriptive words, you must clarify their definition of their words. Your definition of the same word could be very different, like our example. In the example, your definition of the response advancement was more responsibility. The candidate’s definition of advancement was more money. Use assumptive closing questions to see can truly envision themselves in the position that you’re proposing.
Take your direction from the people you serve:
- When you say these six words, “I take my direction from you,” people will provide more directives.
- Ask questions to guarantee you are focused on what is most important to them.
See your services through the eyes of the people you serve:
- Survey your candidates and clients.
- Ask for critiques of your service.
- Listen to understand where they are coming from, and put yourself in their shoes.
When you are attempting to close deals, your candidate and client must want to buy versus feeling they are being sold. It’s most effective to stress the WIIFM (What’s In It For Me) of the candidate and client. When you focus on what is most important to your candidate and client, you will eliminate most surprises and close more deals.
Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog. You can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.