November 2017


Let Job Candidates Sell Themselves On Your Company
The Gift of Fast and Accurate Hiring
Eliminate Hiring Delays Forever (Free Webinar)
Do You Have a Talent Wealthy Company?

Let Job Candidates Sell Themselves On Your Company

It’s important to remember that hiring is a form of selling: You’re selling opportunity. The hope is that your best prospective buyers—top talent—choose you. During interviews, you walk a tightrope, balancing the need to sell the job, while confirming that the candidate is a good fit. Not an easy task when good candidates have many options.

Adding to this challenge is that virtually no one likes to be sold to. We’ve all been on the receiving end of a sales pitch. It’s often an unpleasant experience. Salespeople engage in the tell, sell, and swell: Telling us why their company is different, selling us on their product’s features and benefits, and swelling our egos with compliments. We’ve learned not to trust everything salespeople say.

If those obstacles weren’t enough, there’s one more—when you’re lining up talent before a job opens. Why would someone who has other job options and doesn’t like to be sold to consider waiting for an opportunity?

To attract top talent, you must let the better salesperson sell. That’s the candidate, not you. Candidates always believe themselves, but may or may not believe you. If they’re going to buy in to your opportunity, they’re the best-qualified salespeople to make that happen. Want candidates to believe your organization is the best choice? They’re the ones who should do the convincing. Will they remain committed to accepting a job in the future? Only if they tell themselves it’s the right idea.

How do you get candidates to sell themselves on current or future opportunities at your company? You facilitate a collaborative sales conversation. Collaborative selling lets people play their proper parts. The seller (you) guides the conversation; the buyer (the candidate) does the selling.

5 Collaborative Selling Techniques

To help you engage in collaborative selling as you hire, here are five techniques.

Technique #1: Say Little, Ask a Lot

Being frugal with words creates space, allowing the candidates to think and talk. As they talk, they’re telling you what they need, why they’d change jobs, and what would make that change worthwhile. Everything they say, they believe. You hear the important details. Ask the right questions, and they could talk themselves into wanting to work for your organization.

“Say little, ask a lot” takes practice. But it’s worth it. This act alone creates a positive experience for the candidates. They get to be heard and don’t feel like they’re on the receiving end of a sales pitch.

Technique #2: Ask and Integrate

Provocative open-ended questions will help you as you facilitate collaborative sales conversations. For instance, you could ask candidates the following questions during an interview:

  • “What do you like most about our company? This opportunity?”
  • “How will this job improve your skills? Your career?”
  • “Who do you look forward to working with here? Why?”

Their answers can be integrated into additional questions, allowing you to understand them completely. They’ll tell themselves why they should accept a job offer, if one is made. The information uncovered also makes it easier for you to show them why a job fits their specific needs.

Technique #3: Recap and Confirm

During conversations with candidates, it’s wise to summarize what you’ve heard from time to time. Recapping what they’ve told you has three benefits: You confirm your understanding, you show them that what they say matters, and they hear a summary of their own thoughts and ideas.

Technique #4: Let the Better Closer Close

Candidates aren’t just the better salespeople—they’re also the better closers. If anyone can convince them to say, “Yes,” to a job offer now or later, it’s them. Getting them to close themselves on selecting your company requires asking closing questions, such as:

  • “If we work together, how can we make it mutually beneficial?”
  • “How might our company fit into your future?”
  • “How soon would you like to start?”

Technique #5: Continue the Courtship

The professional relationship that begins with the hiring process has to be nurtured and maintained. Especially when candidates are being cultivated for future opportunities. Keeping in touch—at least every month—can grow your rapport. Collaborative sales conversations that continue the courtship can include questions such as:

  • “What’s changed since we last spoke?”
  • “How can I support you right now?” 

Talent will forever determine your organization’s place in the market. Lining up people ahead of time and allowing them to sell themselves on your opportunities will keep your jobs filled with quality employees. These employees will do great work, helping you reach your strategic goals, and keep your organization thriving.

A version of this article originally appeared in Training Magazine.

The Gift of Fast and Accurate Hiring

Having enough quality employees makes life as a manager easier. Being able to draw in a continuous flow of talent allows HR and talent acquisition professionals to better serve their companies. Delivering quality talent in an instant helps staffing and recruiting firms remain competitive. When you give people in these roles a copy of my book, it teaches them all of these ideas and more.

As you’re finalizing plans for your upcoming holiday gift giving in 2017, please consider High Velocity Hiring as an option for your employees, work colleagues, customers, and professional contacts.

For those of you who choose to give out larger quantities of my book, I’d like to you a gift in return…

  • Buy 100+copies between now and the end of December and I’ll deliver a free webinar exclusively for your organization.
  • Buy 500+ copies between now and the end of December and I’ll deliver a free keynote at your next company event (travel expenses will be billed as accrued).

To take part in this offer, use the link below to make your purchase. Or, get copies from your favorite bookseller. Then, contact me at

Buy your copies of High Velocity Hiring

Eliminate Hiring Delays Forever (Free Webinar)

Join me for this program, hosted by LEADx, on November 17th at Noon EST (9:00AM PST, 4:00PM GMT).

During our hour together, you’ll learn:

-How to improve the pool of top talent by creating a continuous flow of candidates.
-The best way to conduct interviews that are fast and accurate.
-To fill open jobs the moment they become available by learning to hire on-demand.
-The steps to building a talent rich organization.

Sign up now

Do You Have a Talent Wealthy Company?

I was a recent guest on Vinnie Fisher’s Total CEO Show. During the episode, we talked about important mindsets of today’s leaders, plus the importance of assessing and improving an organization’s talent wealth.

Watch now

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