Effective closing is all about the process of qualifying early (asking questions), and then testing the strength of your potential placement through a series of closes throughout the process. Your role as an effective Search Consultant is to educate clients and candidates on what they don’t know-helping them to arrive […]

One of the best, yet often overlooked closing techniques is the if/ then close. This method revolves around one of the top rules in negotiation: never give up something without asking for something in return. Although surprisingly simple, it’s actually quite powerful and can be used in almost every situation. […]

You know you are a Search Consultant when your significant other says, “can you please just answer my question without asking me one in return?” The answering a question with a question close is a simple strategy to help keep you in the driver’s seat. […]

The similar situation/ feel felt found close is a tried and true technique for handling objections by demonstrating empathy with your clients and candidates. It also enables you to buy some time to think about how to best respond to their objection(s).  […]

The reduce to the ridiculous close is so simple that it would be ridiculous not to make this technique a staple in your closing arsenal! This very effective strategy entails breaking down costs into smaller increments to illustrate the feasibility of what is being proposed.  […]

The conditional close is built on the social agreement that if “I” solve your problem, “you” will make a decision. It works by isolating and removing variables that are issues from consideration. The latter leads the way for your prospect to commit to a course of action, provided that the […]

The takeaway close is based on the psychology that people dislike when things are taken away from them. It is human nature to want something that we can’t have. However, we must recognize that sometimes your prospect truly does not want what you are offering.  […]

The assumptive close involves making an assumption that the desired outcome is imminent. Instead of trying to convince your candidate or client to do something, you assume that a positive decision has or will be made.  […]

The alternate choice close is a popular, simple technique and often one of the first closes used by Search Consultants. The formula is to simply ask a question, but give only two choices as a response. In other words, you ask a question and suggest two answers-either of which is […]

The is it close is similar to the balance sheet/Ben Franklin close because it guides the client or candidate towards making a decision. It’s also an excellent method used to uncover hidden concerns and issues. The main gist of how this close works is by asking a series of questions […]

The balance sheet/Ben Franklin close is largely based on Ben Franklin’s method of making decisions. Over a quarter of a millennium later, this close remains as popular and pragmatic as ever. Benjamin Franklin said, “My way is to divide half a sheet of paper by a line into two columns; […]

The puppy dog close is a highly effective method to bring two parties together. It’s based on a technique that pet stores use to sell more puppies. It used to be common practice for pet stores to allow potential customers to take a puppy home with no risk attached. 

The minor points close is a technique is used to psychologically get your prospect in the mindset of saying “yes” to a number of small decisions (minor points).  The Search Consultant asks about minor points, getting decisions on things they might consider if they were actually going to initiate a search, hire a candidate or accept the employment offer. 

The risk/reward close is a relatively simple strategy to overcoming resistance and opening the door to an alternative way of thinking. This technique can be deployed when a gentle nudge is needed to move the hiring process forward. 

The biggest reason candidates back out at the final moment, when all previous signs had been pointing to a “yes” answer?  Fear of change.  It is a natural human instinct to crave comfort and security; we like to know what is expected of us and what we can expect from others around us.