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The Fordyce Letter

Straight Talk for the Recruiting Profession


Ask Barb, Closing

With Candidates, You Have to Dig Deep and Pre-Close


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Ask Barb

Dear Barb:
Am I the only recruiter who feels candidates are not telling us the truth during interviews? They tell me one thing and then give different answers when they are interviewed by my clients. How can I get them to be more truthful with me?

Cindy B.
St. Petersburg, FL

Dear Cindy:
During your initial interview, answers are as honest as they can be considering you are someone the candidate doesn’t know or trust. Candidates want to know three things:

  1. Can you be trusted?
  2. Do you care about me?
  3. Are you going to do what you promise?

When you interview a candidate ask them your initial question. After you listen to their answer, ask them for a specific example which will provide more information.

Most candidates know how to answer an initial interview question. When you dig deeper, you discover their knowledge and/or expertise is more surface than deep. The more you learn to clarify their answers, the better you can orchestrate an appropriate match.  After each answer, pre-close to make sure you understood what they said.

For example:

If someone tells you, “I’m looking for advancement,” clarify their definition of advancement, then pre-close this candidate by saying, “So, what you’re asking me to do is find you a job you can grow into vs. grow out of, is that correct?

Now you are both on the same page.

Your interview process should be question, answer, and pre-close. This prevents you from putting your definition on words like advancement, challenge etc. As you work with each candidate, continue to ask them questions. Answers will get more thorough as trust and rapport improves.

Barbara J. Bruno, CPC, CTS

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income. Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business. If you?d like to contact Barb, call 219.663.9609 or email support@staffingandrecruiting.com.