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 such that each time a question is answered ‘no,’ it reinforces a ‘yes’ decision.
It begins by asking probing questions that you suspect will be answered with a ‘no.’ The idea is to move down the questioning funnel in order to isolate the subject or areas where an issue or objection is suspected. If a concern does not surface after five to ten such questions, one should close for a decision.
On the other hand, if an objection finally bubbles to the surface, the Search Consultant actually has something to work with. For example, if the objection raised is a misperception or simply invalid, you can work to overcome it. Sometimes there is actually not an issue lurking below the surface. In this case, through your series of questioning, you’ve helped your prospect reach and confirm a ‘yes’ decision.
It is important to always remember that as Search Consultants, we must be active and empathetic listeners. Of course we are trained to “Always Be Closing,” but we must seek to understand the issue(s) behind delayed decisions. Perhaps they are legit. On the other hand, through effective questioning using the is it close, you may help your prospect realize that the perceived issue is not a problem at all! You may uncover an underlying potential deal-breaker, as illustrated in our first example.
Scripts
Is It Close Candidate ExamplesVideo
Recruiting Trainer Karen Schmidt eloquently explains the Is It Close. Click here to learn more! Or is it that you don’t want to sharpen your closing skills? Is it that you aren’t ready to unleash the tiger within?
