From the course: Recruiting Foundations
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Close to the no
- Are you the type of person who loves surprises? I basically loved surprises before I entered the recruiting profession. But I learned that so often, surprises in our profession are not in our favor. We don't necessarily want to hear something we weren't anticipating, from either our clients or our candidates, because often that can blindside us and prevent offers from being accepted. That's why it's so important that, as a recruiter, you quantify answers. You make sure that you really are listening to what people are saying to you, and you quantify their answers. And secondly, you have to learn a process called closing to the no on money. Because as you and I both know, money is not the only consideration when somebody is taking a new job, but it certainly impacts their decision. And you've got to pre-close both parties. You've got to pre-close your candidates as well as your clients. And I want to give you examples of a pre-close. Let's start with the candidate's side. Your…
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