Tag Archives: Closing

The Confused Buyer Says “No”

If you were in a focus group for a new fast food restaurant and you were asked about how much variety and choice you would prefer, what do you think you would answer? If you are like the majority of Americans, you would likely say that you would prefer a large menu with more choices. […]

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Two Questions Your Candidates Should Ask Hiring Managers

What your candidate says at the END of the interview can sometimes be the key to getting the offer or, to getting it quicker that he would have otherwise. To increase your candidate’s odds at getting an offer, coach them to ask both of these questions before they leave an interview…

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17 Ways to Get Clients to Extend the Offer

In the heat of a deal, with thousands of dollars on the line, you don’t want to try and remember all of the tricks and strategies for getting it closed- you want them there at your fingertips in a well organized form. This checklist gives you 17 ideas for how to get control of the […]

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What if My Client Insists on Presenting the Offer Himself?

Over the last 20 years I’ve found that most of my clients assume that I’ll be the one to present the offer, but every so often I’ll get push back and have to justify my logic with a new client. As with every difficult client conversation where you want to influence the outcome, you need […]

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2 Salary Scripts for Candidates

It’s critical that you provide your candidates with language for the pivotal stages of interview process. The topic where this is most relevant is the question of salary. You want to be sure that your candidates memorize their answer to this question, “What are you looking for in terms of salary”? Here are the 2 salary scripts…

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A Script for getting a “Yes” within 24 hrs of the offer

Regarding extending offers to candidates: It’s critical that you pre-close how much time a candidate has to decide on an offer long before it is extended. The time to do this is during your initial interview with the candidate. It is your job to orchestrate the offer and acceptance for both parties and to set […]

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