Closing Techniques

Closing Overview
Although the final step in any sales situation is to close the sale, a successful recruiter will not wait until the end to close the deal. If your background is in sales, then most likely you have heard the phrase “ABC” which is an acronym for “always be closing”. Closing is a process that should begin with the initial contact with the client and the candidate and must continue throughout the follow-up process until a decision is made....Keep Reading

The No means Yes Close
This close is designed to help the candidate and/or client move to a more positive decision; but it is also developed to help you uncover any hidden objectives. For example, you may ask several questions in such a way that every answer will be, “No.” This can also be referred to as the “process of elimination”. Start by asking questions that you know will be answered with a “No”, then move into asking the question that you think might be a problem. An example script would be:...Keep Reading

Bell Curve Close
The Bell Curve Close represents the candidate’s progress throughout the interview process. You will find that the candidate and/or client’s interest is at the highest point when they are at the top or peak of the Bell Curve. However, the longer the client or candidate takes before proceeding to the next step, their interest will decline or their interest will begin its downward slide....Keep Reading

Alternative Choice Close
This particular close is highly effective and is often times used in conjunction with other closing techniques. This close is sometimes referred to as the “Assumptive or Minor Point Close.” It is simply used by asking a question that gives your client or candidate two choices; either way the choice is designed to be a positive one. For example....Keep Reading

Sharp Angle Close
This technique requires the question to be answered with a closing question. Always remember that the person who is asking the question is closing and the person answering the question is being closed. Keep in mind that if you find yourself answering the questions, it is very likely that you will end up accepting an excuse as to why a decision cannot be made. You must develop the habit of ending your response with a question. In other words, always answer a question with a question. This will allow you to stay in control of the conversation. For example: ...Keep Reading

Ben Franklin Close
The Ben Franklin Close is something that we do when we are trying to make a tough decision. The Ben Franklin Close is best used when the positive aspects, greatly outweigh the negative aspects. This is done simply by making a T-chart on a piece of paper with your candidate or client, then you should write “Pro” on the left side and “Con” on the right side....Keep Reading

Call Back Close
I particularly enjoy the Callback Close, because it is fun. If all previous attempts to get a job offer or acceptance have been unsuccessful, then you should call the person back with some additional information that will help them make their decision. For example, if your candidate said that they would need to sleep on their decision and would get back to you on Monday morning; here is how we would respond in a Callback Close....Keep Reading

Godmother Close
Probably my favorite close is the Godmother Close. Everybody is familiar with the Godfather Close, which is; “I am going to make you an offer so good that you can't refuse it.” Well, the Godmother Close is just the opposite, which is; “I am going to make you an offer that you must refuse.” So, what offer could be so bad that would make someone want to refuse it? During our interview process we ask our candidates to list three things that they do not like about their current position and then we use this information to put together the Godmother Close. For example:...Keep Reading

Sitting on the Fence
We have discussed how people as a whole are generally procrastinators. Well, another thing that you will find common among humanity is that they will tend to “sit on the fence” when faced with a difficult decision. It is important for you to point out just how important it is for the candidate or client to make a decision before the other party changes their mind....Keep Reading

Cost of Living Close
The Cost of Living Close is one that you use when dealing with candidates that you are trying to relocate from State to State. For some reason, I have found that if a candidate is making 65,000 in New York City and is relocating to Oklahoma City, not only is their desired salary equal to what they make in New York City, but often times they expect a raise....Keep Reading

The Only Problem Close
This close is designed that once you feel the true objection has been uncovered; you will want to ask your candidate or client if that is the only problem. In other words, if your client or candidates says that there is only one thing that is keeping them from making a decision, ask them to put it aside for now and make a decision based on that problem being eliminated. For example:...Keep Reading

Marriage Close
The marriage close is a technique that you can use when the candidate or client seems to be apprehensive or reluctant to do something that you perceive to be in their best interest. Some candidates may be conservative in nature and may be reluctant due to anxiety over the prospects of a new future....Keep Reading

Three Question Close
The Three Question Close is similar to the “No Means Yes Close” and is used when the job opportunity seems to be exactly what the candidate or client desires, but they are reluctant to proceed. Obviously there is something wrong! Here is an example of what might be said in order to uncover the concern:...Keep Reading

Two Option Close
The Two Option Close is one of my favorites. This close is used when you feel you have logically put forth a solution to a problem that has surfaced. When using this technique, you are suggesting that the real issue is no longer a problem and that now the only decision is to decide how to proceed. Be certain that you don’t corner the client to the point that they feel you are forcing them into an immediate decision....Keep Reading

Take Away Close
The Take Away Close is probably the hardest close for a recruiter to do. As the name indicates, this close requires the recruiter to take the candidate or position away. Generally this close is used when you have answered all questions, satisfied all concerns, but still do not have a decision. If this occurs, the recruiter must assume that this decision is going to be negative. I have yet to find when this close does not produce a result. It is possible that the client or candidate will allow you to take it away. If this happens, don't panic; it is better to know and continue on, rather than to fool yourself that an offer is pending. You simply have received the answer today that you would have received at a later date. Remember, you cannot kill a placement....Keep Reading