I was in your audience at a conference in Orlando, FL. You had suggested we should often pre-close during our interviews vs. just asking questions and obtaining answers. Could you provide a simple example?
Mary T., Austin, TX
The reason I suggest a pre-close is to verify that you understand what your candidates is saying to you. If you don’t pre-close you might apply your definition of certain words which could differ from your candidate. Here is a simple example:
Q What is most important to you in your search?
A I’m looking for advancement.
Q Pre-Close Would you please give me your definition of advancement?
(Pre-Close to clarify definition)
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A I want to be able to be promoted.
Pre-Close So what you are asking me to do is find you a job that you can grow into and not out of?
The word “advancement” could have several different meanings, such as salary or level of responsibility. This is why it is important to pre-close throughout your interview.
Barb Bruno, CPC, CTS
Would you like to Ask Barb a question? Email her at firstname.lastname@example.org. Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on FordyceLetter.com.