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 stated objection is removed.
This is a highly useful method to increase urgency in the process while also honing in on the heart of the real objection. When the client or candidate raises an objection, the Search Consultant states a condition in order to resolve the objection.
This valuable strategy involves questioning the comments, objections or issues raised by the client or candidate. Although the Search Consultant may believe their prospect’s objections to be illogical, unfounded or erroneous, they are very real in eye of the prospect. It’s important to make sure you have successfully isolated the real issue before stating a condition and risk giving something away unnecessarily. You certainly don’t want to get all the way down the aisle only to find out your client or candidate has yet another objection!
Successful application of this close requires getting agreement that no further issues, concerns or objections exist before stating your condition. You do not want to find yourself in the precarious position of giving away a reduced fee or securing a higher sign-on bonus only to get hit with yet another objection. Agreement to resolve and/or remove the objection is predicated on the condition set forth by the Search Consultant. Simply put, the conditional close is a technique where you ask for a close in exchange for something else.
Scripts
Conditional Close Candidate Examples
Video
Recruiting Trainer Karen Schmidt offers a quick tip on using the Conditional Close and the magic behind it.
