Hiring is a form of selling: You’re selling opportunity. The hope is that your best prospective buyers — top talent –choose you. During … Read more
9 Steps To Making a Winning Job Offer
Editor’s note: In this column, Jorg Stegemann, one of Europe’s leading independent search consultants, offers advice to hiring managers on making an offer. … Read more
Agreements, Slumps, and Offers
Topic 1: Should you start a search without a signed agreement? We were all likely taught that you should never start a search without a signed agreement. … Read more
If You’re Always Closing, You’re Not Selling
Closing techniques are as old as the sales profession; isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales … Read more
How To Counteroffer Proof Your Offers
Ben Franklin said “An ounce of prevention is worth a pound of cure.” It’s an old English proverb (as in Ye Olde) that goes back many centuries even prior … Read more
Step-by-Step to “Closing to the No On Money”
Dear Barb: In the past 30 days I’ve had three offers turned down and they all came down to money. I heard you teach a process that I think you called, … Read more
Don’t Let the Client Bulldoze You Into Making the Offer
You’ve worked hard and spent weeks assessing the client’s needs and interviewing potential candidates. Finally the perfect match has been found and the … Read more
With Candidates, You Have to Dig Deep and Pre-Close
Dear Barb: Am I the only recruiter who feels candidates are not telling us the truth during interviews? They tell me one thing and then give different … Read more
Here’s How to Close to the ‘No’
Dear Barb: I heard you speak in Mexico and I remember you teaching us how to close people to the “NO” on money and I’ve forgotten how to do it. When I was … Read more
Can A Company Blow An Interview? Yes It Can!
Has your company ever lost the competition for a great candidate to a competitive offer? If so, there’s an excellent chance that your firm may not have … Read more