Eliminate Surprises and Close More Deals!

(Editor’s note: the following article is by industry trainer and speaker Barb Bruno, CPC/CTS of Good as Gold Training. Barb has served as a keynote speaker at recruiter networking events like the Top Echelon National Convention and Fall Conference multiple times. She has also presented webinars for the Top Echelon Recruiter Coaching Series. Barb is a trusted voice in the recruiting and staffing industry, as well as a valuable contributor to the resources that Top Echelon provides.)

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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 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.

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 that 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.

Techniques for closing more deals

Whether you’re working the candidate or client side of the process, it is important to follow these steps: Question–Answer–Pre-Close. The pre-close is guaranteeing that you are hearing what your candidates and clients are saying.

The following techniques will help you become more proficient at closing:

  1. Determine problems, issues, or needs.
  2. Focus on the WIIFM vs. WWD.
  3. Treat objections as buying signs.
  4. Develop and promote your brand.
  5. Under-promise and over-deliver.

When your candidates use words like challenge, advancement, communication, or other descriptive words, you must clarify their definition of these words. Your definition of the same words could be very different. For example, your definition of “advancement” could be more responsibility. On the other hand, the candidate’s definition of “advancement” might be more money.

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 that 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’re attempting to close deals, your candidates and clients must want to buy versus feeling that 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 candidates and clients, then you will eliminate most surprises and close more deals.

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