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Transcript of Closing
This is what we refer to as, "killing the deal." With a life altering decision, no person will actually make a decision if they're willing to let the process die. Conversely, if the person truly wants to make the affirmative decision, the idea of the opportunity being taken away from them will spur them into moving forward.
You're debriefing the candidate and you sense the individual is not interested in the position. You tell them, "Bob, you don't seem to be jumping up and down about this position. I'm going to go ahead and let the hiring manager know that you're not interested and close the door on this one." Bob says, "wait, I am interested," and starts selling you on why he wants the job. You've reached your objective which is to get a decision made and have successfully closed the candidate.
This is an exchange of commitments whereby the prospect agrees that if we accomplish x, they will do y.
A Recruiter is on the offer call with the Candidate. The Candidate is negotiating for a higher base and company car. At this point, the Recruiter creates a gap. They started off with a lower number and car allowance knowing that they would be able to offer more. They say to the candidate, "if I can get you the $10,000 bump in base salary and the company car, are you committed to signing the offer?" The Candidate accepts, the Recruiter calls back and get's them the deal they wanted.
This is a situation where you go into the conversation assuming that the client is going to buy your product or service.
REAL WORLD EXAMPLE
You walk into Best Buy to buy a new laptop. The salesperson asks you what you're looking for. Instead of selling you on the laptop, the salesperson says, "I think this Dell Inspiron is the computer for you. I'll go ahead and start the set-up." You agree, without question, and decide to get the computer.
A Recruiter has called a Candidate about an opportunity. They feel that they've hooked the Candidate. Instead of asking for confirmation at the end of the call, they assume that the Candidate is going to send their resume, tell them to do so, and tell them that they are going to set up the interview.
General Rule of Closing
Closing can be used at any point in the process. From the first call to making the deal, you are always closing a candidate or client.
In short, this is the try before you buy close. The salesperson gives you the opportunity to take home the product or try a free trial of a service before you make your purchase.
REAL WORLD EXAMPLE
You walk into a pet store and see an adorable puppy. You're on the edge of purchasing the puppy but are keeping your options open. The person prompts you to take the dog home for a few days, see what you think, and then come back. You fall in love with the puppy and make the purchase.
In our own business, this can be seen when a Recruiter is setting up an interview with a Client. The Client doesn't feel the candidate is a good fit. The Recruiter encourages them to meet with the person, and if it's not the right profile, agrees not to send that type of person in again.
In short, this is the this or that close. The salesperson gives you two options and you feel you have to choose one.
REAL WORLD EXAMPLE
You're at a furniture store looking for a new couch. You find one you like but aren't sure if you want to buy it. The salesperson gives you the option to buy the couch today at a discounted price or make payments on the couch over a 12 month period. You choose to buy the couch today given the better deal.
In our own business, this can be seen when a Recruiter is setting up an interview with a Candidate or Client, "what time works better for you, 8 AM on Monday or 12 PM on Wednesday?"