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.
This is the technique of answering a question with a redirected question. The person answering questions is being closed, and the person asking the question is doing the closing. Be mindful not to trade seats and get caught up in a flurry of questions directed at you. The latter may be an excuse for your client or candidate to avoid or delay making a decision. The habit of extending one’s turn to speak with a question is a skill that all Search Consultants must develop.
The answering a question with a question close is a highly effective tool to keep the Search Consultant in control of the situation. When a client or candidate asks a question, the Search Consultant should direct a question back to the person who asked. By redirecting the question, you’re actually opening the door for your client or candidate to provide additional information and insights. The latter are certain to assist you in the closing process. The answering a question with a question close also buys time, enabling you to craft a more educated, effective and informed response. Don’t fall into the trap of buying excuses for indecision by getting inundated with a multitude of questions!
Scripts
Answering a question with a question close – Candidate ExamplesAnswering a question with a question close – Client Examples
Video
Recruiting Trainer Karen Schmidt beautifully showcases the basic skills needed to effectively use the Answering a Question With a Question Close!
