Recruiting The answer is YES
The Art of Asking Questions Before Selling Your Opportunity
I know, you’ve been making calls all day. No one is interested. You’re bored and somewhat defeated and then much to your surprise, you make your presentation and the person your speaking to says, yes, I’m interested. You’re heart jumps, your voice starts to quiver and you want to spill your guts about why your opportunity is so great. Don’t do it! You don’t know WHY the person said yes, do you? That’s where being a good recruiter comes in. The rookies starts selling instead of asking questions. Trust me, the person you’re speaking to will answer all your questions because they think you have something they want to learn more about. Here are some great questions to ask before you start selling again.
What’s going on in your current situation that would make you interested in my opportunity?
o Commute too long?
o Don’t like your boss?
o No career path/upward mobility?
o Unkept promises?
o Passed over for a promotion?
o Current employer in financial stress?
o Current employer merging with another company?
o Company wants you to relocate?
All these go to the person’s motivation for making a change!
BEWARE OF I WANT MORE MONEY! Bad reason to leave their current situation and counter offer risk.
Have you interviewed recently, and if so, what was the position and outcome with them?
What have you done to help yourself thus far?
Have you prepared your resume yet?
What are you actually looking for in your next opportunity?
Have you spoken to your boss/employer about your dissatisfaction?
Are there any companies you’d be interested in working with and why?
Are there any companies you wouldn’t want to work for and why?
What do you like to do?
What do you need/want in your next opportunity?
Why did you come to work with your current employer?
Now you know what you’re selling too. Now you know if the opportunity you’re presented actually hits some of the potential candidate’s hot buttons/needs/hopes/dreams and desires. If you go right into sales mode, you have no idea if you’re hitting the target or not. Hold your water, ask before you talk.
Again, don’t worry, the potential candidate will keep talking as long as they believe you have something they want to know about. You may not even have a match with the person’s needs, but at least then you know you can tell them more about the opportunity you have and then flip the call to determine if they know anyone qualified for the role you’re recruiting on. Trust me, they do. See the last newsletter for those questions.
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