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 at appropriate decisions.
By definition, a closing question is any question whose answer confirms that the prospect is inclined to move forward and/or has arrived at a definitive decision. In this section of the library, we outline sixteen closing techniques to add to your toolbox.
You have likely heard the saying, “always be closing” or “ABC.” The fact is that professional search is sales and sales professionals require solid closing skills. One predominant theme in closing is to “close early and often.” Closing is a skill that requires practice, practice and more practice. Role-playing with others is a fantastic way to sharpen your closing skills and build confidence prior to actual closing calls.
In addition to role-playing and studying various tried and true closing techniques, scripting out each close is paramount. Preparation breeds confidence and enables the Search Consultant to transmit his or her feelings of optimism, enthusiasm and sincerity during closing scenarios.
When it comes to planning and preparing for closes, keep in mind that most decisions are highly influenced by emotions. This is when the early efforts of collecting and understanding the personal motivating factors of clients and candidates pay off. Each close must be centered on the in-depth understanding of relevant motivating factors. We are human and as such, motivations change. “Always be closing” and come prepared to each close with several different closing techniques scripted. In most cases, candidates and clients will not commit to a decision until they have been “closed” a multitude of times throughout the decision making process.
Effective closing is a skill that takes regular study and practice. Good closers are constantly learning and perfecting new techniques. Getting a “no” decision brings the Search Consultant one step closer to receiving a “yes” and wise utilization of closing techniques is critical to your success in this industry. However, closing techniques can certainly be overused or misused. It is important to make sure that you are always operating with your client and candidate’s best interests in mind. Maintaining an outward focus will help ensure a long and prosperous career in search!
Articles
10 Tips Recruiters Can Use to Close Candidates by Gary Stauble6 Tried and Tested Closing Techniques for Recruiters by www.recruiteze.com
