The minor points close is a technique is used to psychologically get your prospect in the mindset of saying “yes” to a number of small decisions (minor points). The Search Consultant asks about minor points, getting decisions on things they might consider if they were actually going to initiate a search, hire a candidate or accept the employment offer.
As an example, you could go through all of the benefits information, additional compensation components with your hiring manager- confirming all of the smaller components that go into the formulation of an offer- and then close on the final base salary necessary to land your candidate. The Search Consultant deliberately gains agreement with the prospect on minor points, and uses it to assume a positive decision has been made. The gist of the minor points close is that it allows you to get the smaller, easier decisions out of the way, thus simplifying or solidifying the final decision.
Scripts
Minor Points Close Candidate ExamplesVideo
The Minor Points Close can make a major impact when it comes to closing, as this brief clip by Karen Schmidt explains.
Tenured Recruiter Jon Bartos walks through getting agreement on a series of minor points and ultimately tests how serious his client is about filling the position at hand.
