Recently I was asked, "What is the most important thing to be successful in recruiting."
My response, without hesitation, was "Asking questions." In every step of the recruiting process, asking questions, and asking the right questions is the key to success. Let's look at each step of the process:
Phone Calls: When you are making calls, remember not to do all the talking.Tell them why you are calling and begin asking questions. Ask they what they know about your company, how their career is progressing, and what they would want in a company if they were to make a change. Try to learn as much as possible about that agent. Remember, if they are emotional, the more they talk, the better you are doing.
The Interview: Before you begin to tell them what your company has to offer, you must first ask them to tell you what they are looking for, what they are unhappy about, and what they would want if they were to join your firm. The more effective you are at asking the right questions, the more likely you are to present the right systems.
The Presentation: While presenting your systems, interaction between you and the agent is very important. If you are the only one talking, chances are that they will start to tune you out. Keep them engaged in the interview by asking questions and getting feedback as you present your systems. Again, if the agent is emotional, the more they talk, the better you are doing. 70% of all sales agents are emotional by nature. If you are keeping them engaged in the conversation, and they are talking, you will have a much better chance of hiring them -- that day!
The Close: The close is a statement designed to inspire them to take action and have them commit to join your team. When they have concerns, they will throw up stalls and objections. This is when questions are very important. Don't try to overcome the objection right away, but instead, follow the five step objection handling process. By asking questions about their concerns, you can usually discover the best solution for that objection. When you have the best solution to the problem, ask a question to tie it down. "If I can solve (the problem), is there anything else that would keep you from saying yes today?" If that is the only problem, then just solve it! Following my proven process with your phone calls, interview process as well as the closing process, will always get the best results.