The book “Closing on Objections” was written in 1984 by Paul Hawkinson and is still a best seller today for independent recruiters trying to convince a prospective business to turn in to a client, or persuade a passive candidate to enter the job market through agency recruiting. These tips are useful for old professionals as well as those starting recruiting businesses that are determined to close the deal.
Recruiting and placement is the toughest sales job for the sole reason that it has two unknowns: the candidate and the employer. Closing a sale in recruitment is simply motivating, instructing, encouraging, and reassuring people that they have made the right decision by doing what you want them to do. Here are some highlights from the book that you might try to incorporate in to your closing practice.
The Tie-Down
These will come at the end of your sentence or presentation. You are able to tell the truth as seen by the client or candidate, thus having them agree with you as a response, which is a small victory because it gives you the “yes.”
“Her experience fits right in to the job you described, doesn’t it?” or “Now that we’ve reached an accord on the salary to be offered, wouldn’t you prefer that we communicate your offer to the candidate?
Getting the Exclusive Assignment
“Only through an exclusive relationship can I apply, in an unencumbered fashion, the full resources of our organization. Any other arrangement would limit the potential for you to receive the maximum benefit from our service. Therefore, if you were in my position, how would you suggest we proceed?”
They Don’t Use Outside Recruiters
“Would this statement be wrong? When your entire industry is fighting the same problem, some companies will cope better than others will. The key ingredient then, will be the quality of the talent a company is able to attract to lead you to a stronger position in the marketplace, right?”
In closing, the most important thing to remember is that proper candidate control is the key to success. More placements are lost due to candidate reluctance than client indecision. Assert yourself as the professional, and realize that if a candidate is being a prima donna and uncooperative from the start, they will likely cause problems down the road as well. Joining a recruitment network and being able to share stories of success are keys in progressing as a recruiter.
“Closing on Objections” can be purchased here.
