CAN YOU PERSUADE?(Barb Bruno newsletter)
I love this article! Sometimes, because of my relative inexperience of 2.5 years in recruiting I doubt some of my insights. I have a lot to learn about the business yet when an industry top gun comes out and supports my view point it’s a huge confidence boost.
Candidate control is BS, it’s all about trust.
Dear Valued Client,
To become proficient at closing deals, it is important to fine tune your skill of “persuasion.”
When used for good purposes, good results typically occur. The opposite, however, can also be true.
I don’t believe that attempting to achieve “candidate or client control” will provide positive results. On the other hand, developing client and candidate rapport based on trust is extremely effective.
It is when you have built this rapport that you can effectively persuade another individual during their decision making process.
There are two types of persuasion:
- Positive
- Negative
Positive persuasion is honest, truthful and principle-based.
Negative persuasion is where a person will say and do practically anything, including misrepresenting the truth (lie) in order to move someone over to their side of an issue.
We have a tremendous responsibility to develop positive persuasion skills because we have a major impact on the lives of the
candidates and clients we represent.
A great example of “persuasion” can be observed by the 2008 elections. I know many of you may be “tired” hearing about every move and comment made by the political candidates. Decide today to fine tune your persuasion abilities by observing and listening to election coverage from a different prospective. They are paying millions of dollars to learn how to persuade voters!
Often the candidates are so focused on obtaining the office they are seeking, for the “sake of the people” they tend to
justify what they say as not “really” lying. Listen carefully to the speeches, news conferences and debates you’ll hear over the
next few months. You will hear the truth stretched, even if you’re rooting for that
particular candidate.
These political campaigns happen to be an excellent time to learn some great persuasion skills. Watch what they say and how they say it. What are the techniques and tactics they use to make people “feel” a certain way? What do they
say to get people to rally behind them? What to they say to move people to take
certain actions?
Why do some candidates generate a high level of excitement and enthusiasm, while others do not? Also observe what is said that “sounds good” but doesn’t mean anything.
Now take what you’re learning and apply it to the placement process. Be conscious about what you say, how you say it and if it meshes with other things you’ve said. You need to be careful that your clients and candidates do not feel you are trying to “control or force” their decisions. They don’t mind being positively persuaded if they feel you have their best interests in mind.
It’s important to use the phrase “I take my direction from you” to empower the individuals you represent while you are developing your
ability to persuade and establish rapport. Fine tune your persuasion skills and you will increase your production and income!
Barb Bruno, CPC, CTS
