Across the Great Divide - RecruitingBlogs2024-03-29T09:05:14Zhttps://recruitingblogs.com/forum/topics/across-the-great-divide?commentId=502551%3AComment%3A769132&feed=yes&xn_auth=noI think a good recruiter does…tag:recruitingblogs.com,2009-09-18:502551:Comment:7691322009-09-18T15:30:32.840ZAndy Gregoryhttps://recruitingblogs.com/profile/AndyGregory
I think a good recruiter doesn't care what the answer is because they know if they don't like the answer they can rephrase the question.<br />
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Enjoy your weekend. See you all at Recruitfest.
I think a good recruiter doesn't care what the answer is because they know if they don't like the answer they can rephrase the question.<br />
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Enjoy your weekend. See you all at Recruitfest. the concept of asking a quest…tag:recruitingblogs.com,2009-09-18:502551:Comment:7691002009-09-18T12:38:48.599ZThomas Patrick Chunahttps://recruitingblogs.com/profile/ThomasPatrickChuna
the concept of asking a question you already know the answer to really has more to do with not asking open ended questions that can leave you flat footed if the prospect doesn't answer the question in the way you (as a salesperson ) were trained to handle.<br />
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Think of questions you ask clients and candidates when you are trying to get them to work with you..<br />
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what sounds like a stronger position for the recruiter - : calling and asking a candidate if an opportunity you had "sounds like a good…
the concept of asking a question you already know the answer to really has more to do with not asking open ended questions that can leave you flat footed if the prospect doesn't answer the question in the way you (as a salesperson ) were trained to handle.<br />
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Think of questions you ask clients and candidates when you are trying to get them to work with you..<br />
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what sounds like a stronger position for the recruiter - : calling and asking a candidate if an opportunity you had "sounds like a good fit'? after rattling off a title, company and salary, or this: having an already developed a profile on said candidate, and describing how the position matched what he said he wanted in a new position, AND then saying " based on our previous conversations, this position looks like a good fit, wouldn't you agree?"<br />
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you probably do this now, but that's a way to ask questions we already know the answer to. it mentally locks the prospect into a box he can't wriggle out of...this may sound like manipulation, but it's not wrong if the opportunity will improve his life if he takes it. people put themselves into little mental boxes all the time - we just want them to choose ours, right?<br />
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The real application of this technique comes in the realm of product sales..for example - in a former position, I was an applications consultant for an uber- complex product that solved a lot of complex problems for industries that used diesel fuel.. I couldn't walk in and ask questions like: " are you aware you are an emissions target?", without being able to cite chapter and verse the proof that they had to do something to curb their emissions, and I couldn't speak from opinion. ..If I couldn't prove my points, I would be shredded in front of a live audience, and would have opened a can of worms that would have derailed the main discussion...in other words, If i couldn't answer the questions, the prospect could have just shrugged their shoulders and I'd have gotten nowhere.<br />
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So, yeah, only asking questions you know the answer to is a survival technique in sales - often the prospect must be taught a new reality so they can see the value of a product or service they've never considered before, and the discussions must be kept on point, and moving forward.<br />
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as for it's use in recruiting, it's useful there too..but like any other technique, it must be applied gently and appropriately.