The “Pre Screening Candidates” and “Rules of Engagement” and “Selling your solution” are all one conversation.  

At this early stage you must start managing the counter offer. This should be covered at every conversation as well as push and pull factors. Remember to ask what could your current company do to keep you? There will always be a tendency to stick with what you know as the candidate trusts their current employer and has never even met our options as of yet. It is important that on this first real conversation you remember to QSC (Qualify, Sell, Close). Often a sales person will not qualify their target properly, they will ask questions and whilst the person is speaking they won’t listen but instead they will think of what they will say next, this is a mistake. It is vital that you listen to everything that the candidate says and make detailed notes so you can quote them at a later date. If you don’t fully understand the pleasure and pain of a candidate (Qualify) you won’t fully understand how to Sell or Close the candidate therefore the chances of doing a deal will be diminished.  

You need to manage the split between managing the candidate’s expectations but also sell enough to the candidates that they are excited by our clients. 

YOUR CHECKLIST: