Richard Milligan explains how recruiters can close candidates by finding the one doubt blocking their decision, reframing it, and offering a concrete guarantee to eliminate it. Certainty is what moves people forward.
Certainty is influence. We've talked about that before here on the podcast. The more certain you are, the more influence you have. I think one of the things that we forget is that when we get to this very end of this recruiting sequence, recruiting process, there could be a lack of clarity around a few things that then become elevated as the most important thing because it's the only thing they don't have clarity around. And it's our jobs as recruiting leaders to go on the journey of fully understanding the reason or the objection, reframing it in a way that allows us to tie down that objection as the only objection, and then work to have the magic wand to solve that problem, to make that guarantee, to get to a place where that person feels confident in continuing to move forward.
