Then during three or four days’ consideration, I put down under the different heads short hints of the different motives, that at different time occur to me, for or against the measure. When I have thus got them altogether in one view, I endeavor to estimate their respective weights; and where I find two, one on each side, that seem equal, I strike them both out. If I judge some two reasons con equal to some three reasons pro, I strike out five; and thus proceeding, I find where the balance lies; and if after a day or two of further consideration, nothing new that is of importance occurs on either side, I come to a determination accordingly.”

Follow Ben’s lead and ask your candidate or client to pull out a piece of paper and draw a line down the middle. Instruct him to write “PROS, REASONS FOR or POSITIVES” on one side and “CONS, REASONS AGAINST or NEGATIVES” on the opposite. Be sure to prepare your own list ahead of time to help aid in the decision-making process. It’s natural for your list to be weighted in favor of your recommended and preferred outcome. However, come prepared with some well thought out points that demonstrate empathy with the client or candidate’s fear of making the “wrong” decision. Ideally, this tool allows them to sell themselves on the numerous “PROS” of making a positive decision. Carve out ample time to craft the list together. Your goal is to be a participant, as your prospect tries to ascertain the right decision, but do not lead the witness! Please note that putting the balance sheet/ Ben Franklin close into action is predicated on a previously established foundation of rapport and trust.

In many cases, the balance sheet/Ben Franklin close may be the final close needed. However, you may find yourself in a situation where the client or candidate agrees that the list of pros is longer, yet insists that the cons carry more weight. If the latter happens, the Search Consultant has the advantage of being more informed about perceived concerns and issues. The inherent challenge in closing is getting to the heart of what really matters. This technique exposes concerns in black and white, which can then subsequently be addressed. Ironically, sometimes your client or candidate may not even recognize themselves what is causing their own resistance. For people that are visual processors, this approach is especially effective. Putting pen to paper and taking the time to carefully think through the situation helps brings underlying concerns out into the open so they can then be appropriately addressed.

Balance Sheet/Ben Franklin Close Candidate and Client Examples