Monthly Archives: November 2014

Recruiters: How to stop scaring your prospects off

In sales, and in recruiting, the ability to gain commitment and move prospects forward is a critical skill. But over the years, I have observed recruiters missing the mark when it comes to moving prospects to the next logical step. They either come on way too strong with the “dreaded pitch” or they make (incorrect) assumptions about interest or readiness.

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Even the most experienced recruiters can fall into bad habits or forget the fundamentals of gaining commitment. And when recruiters lack the skills to effectively move prospects forward, they almost always increase the time it takes to fill critical positions. And, even worse, they may inadvertently move a prospect forward who is not the right fit — resulting in poor quality of hire.

So here are three tips to help you increase your ability to gain important commitment — while not scaring away your prospects.

Tip #1: Listen more; talk less

When I was in sales, I don’t think we had one person in our group who was an introvert. We all had the “gift of gab” and hardly ever let a moment go by without sharing our favorite story or commenting on something that was happening. It was like almost everything needed to be processed out loud, and we delighted in winning more than our share of “air time”.

Of course, being comfortable in almost any social situation and striking up conversations with total strangers can be a key advantage in sales. However, when we confuse selling with non-stop talking, we will quickly scare off prospects.

No one likes to be on the receiving end of someone who won’t stop talking. At best, it is annoying. In sales and recruiting, the non-stop talker runs the very real risk of losing the sale and alienating the prospect. You won’t be effective in moving a prospect forward if you don’t have the skills to ask the right questions and then listen carefully to the answers.

Remember, “he who speaks first loses”. Some recruiters can become very nervous with silence or with listening. Somehow, they think that they are losing control when they are not talking. But it’s quite the opposite. You actually have more control over the call when you ask key, strategic questions and listen carefully (and follow up!) to the responses.

And if you’re one of those folks who is afraid that you might show your lack of expertise or knowledge if you don’t speak, remember the old adage, “It is better to keep your mouth closed and let people think you are a fool than to open it and remove all doubt.” (Mark Twain).

Tip #2: Acknowledge and manage hesitation or objections

Another common problem we’ve heard on recruiting calls is the tendency to “rush the close”. We understand that recruiters are under great pressure to close job requisitions and are often measured on “time to fill”; however, a decision like a career move is an important one, and prospects need to minimized risk and clearly visualize the “desired future”. This decision-making process can take time and needs to be processed on both the logical as well as the emotional level.

Recruiters who dismiss hesitations and/or objections — or who don’t even recognize them — can easily alienate prospects. Hesitation is normal. And objections need to be anticipated (even in some cases, expected). If you start “giving away salary dollars” much too soon or making quick, unnecessary concessions, you might actually make your prospect uncomfortable or anxious.

Don’t always assume that hesitation means the salary might be too low — and “overcompensate” by immediately “overcoming the objection”, negotiating too quickly, or (even worse) talking about all of the “great benefits” of accepting this position or working in this company. If you start giving away too much too soon you can easily lose control of the call and unnecessarily drive up the cost of the hire.

When you rush the close, prospects can easily feel pressured and not heard. As a result, they may balk and indicate they “need more time” to make this decision. What they may really be saying is they already have made the decision (and it’s a ‘no sale’)!

Instead of rushing the close, be patient and listen. Ask questions to understand the needs behind the hesitation or objections. Using your active listening and inquiry skills, be sure to clarify and paraphrase the concerns. Understand the root causes and address them with genuine care and concern.

Tip #3: Have a clear “ask”

It might seem kind of basic, but are you in the habit of asking your prospects and candidates if they would like to move forward? I like to call it a “clear ask”. I am always surprised how few recruiters actually ask the candidate if they would like to move forward in the process at the close of the candidate screen. The recruiter simply assumes interest and starts talking about “next steps in the hiring process“.

You actually can scare the person off — but you may never know it! Not having a clear ask can inadvertently lead to moving prospects forward who are not really committed — or who have objections or concerns that have not been uncovered. And in some cases, this can cause candidates or prospects to become anxious or doubt if this is the right decision.

They may be hesitant to share their true concerns or may simply make their mind up that this is not the right fit — without letting the recruiter know. Here’s where you end up with the “no call, no show” and wonder what happened! Afterall, you thought you had such a great conversation … and the person seemed so interested.

Don’t forget that moving forward in  the hiring process needs to be a commitment on both sides. It needs to be the right fit for the prospect as well as for the recruiter. Be diligent about having a clear ask about interest in moving forward. And be open and ready to address any concerns that may arise.

To your success!

Image courtesy of iosphere/FreeDigitalPhotos.net

Want to boost your success? Ask yourself these 3 questions

Much has been written about what it takes to be successful in sales — and in recruiting. Of course, there are many factors that can contribute to success.

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And, while there are no magic methods or non-stop flights to instant success, at least three key attributes have become foundational for sales (and recruiting) success.

Take this short “self-assessment” using the three questions below to help you better understand how you rate on these three, critical attributes.

#1: Am I a learner ‘at heart”?

In her newest book Agile Selling top sales guru, Jill Konrath, tells us that learning agility is key to sales success. With an ever-changing and complex selling environment — as well as more educated and savvy customers — sales professionals must up their game when it comes to continuous learning and improvement.

It’s no different in recruiting. Your prospects and candidates have done their homework – and they expect the same from you. Research has shown that today’s buyers are more than 60% through their buying process before ever contacting a sales person.

How about you? Are you a learner at heart, or are you set in your ways — doing the same things in the same ways (…and expecting better outcomes!)? For example, when was the last time you refreshed your list of questions for your candidate screens? If it’s been a while, try a simple question audit. Get rid of low-impact questions that waste time on calls and replace them with high-impact questions that quickly move prospects and candidates forward.

Develop your selling skills — especially questioning and listening skills — or learn new ones. Successful recruiters are great sellers. And successful sellers spend time learning about their competitors. Why not make time each day to learn more about your competitors so you can be better prepared to successfully sell against them?

Have you thought about learning more about your “customers“? What is important to them (e.g., growth opportunities, company culture, work-life balance)? And be sure you up your game by learning about “your product” — your company and your job openings, so you can develop that powerful, tailored value proposition to close more candidates. Start by learning what problems can you solve for your prospects and candidates and then learning about how your product addresses what’s most important to them.

#2: How quickly to I bounce back from adversity?

In sales – as in recruiting — there are plenty of times when you might be tempted to feel down or discouraged. Days of cold calling or prospecting can leave you feeling depleted at best. But great sales people know that rejection is just part of selling. Top performers know how to get up — it’s the “bounce that counts”.

Daniel Pink, in his great book To Sell is Human: The surprising truth about moving others  says that “…staying afloat in an ocean of rejection… [p.99]” is key to selling success. He calls this attribute “buoyancy”. Buoyancy is not just a matter of being naive and full of false hope or unfounded optimism. It’s about developing the ability to be objective and balanced about each situation. It’s about not taking everything “personally”.

How about you? When you are tempted to feel down or rejected, how do you react? Do you bounce back rather quickly, or do you tend to brood and become self-critical or play the “victim” — taking everything personally?

Great sales professionals learn from each situation and can analyze each and extract the key learnings. They know that adversity and rejection are part of the sales process and can keep afloat. Begin enhancing your own buoyancy by trying to gain some perspective on each situation where you are tempted to despair. Can you ask some good questions that can lead to insight into why a specific situation led to an undesirable outcome for you? What part did you play? What might you do differently next time to change the outcome?

#3: Do I know how to help others buy?

The third, critical attribute is the ability to maintain a sharp customer focus. Great sales people know how their customers make decisions and are adept at facilitating the buying process — rather than pitching solutions. A great selling process is always aligned with how customers make buying decisions.

We’ve all been on the receiving end of a “bad sales process” that is “seller-centric”. These sellers make it all about them and their product — leaving us feeling manipulated and coerced. As been said before, we can smell “commission breath” a mile away. And it’s not pleasant.

Top sales professionals — and recruiters — know the best way for them to reach their goals is to help prospects and candidates achieve theirs. The equation does not work the other way around.

How about you? When was the last time you thought about what it takes for a person to make a career move or decision? Try mapping your own “sales/recruiting process” to see how it aligns with your prospects’ decision-making process.

To help people buy, be sure that you are prepared to (a) ask questions that help others identify and clarify their needs; (b) answer questions to help people feel comfortable and avoid unnecessary risk; (c) demonstrate how your company and/or position is in a unique position to provide what’s important to your prospect, and; (d) gain commitment each step of the process.

So there you have it. Check yourself on these three attributes. Be honest. Develop these three, critical attributes and notice how your own success rate is enhanced!

To your success.

Image courtesy of watiporn at freedigitalphotos.net