What To Ask When They Can’t Decide To Join?
When you have a potential consultant having a hard time making the recruitment decision, certain questions will help with the process.
Recruit Can’t Decide To Join?
We have all been there with the direct sales recruiting potential who wants to start a business but just can’t decide to join!
They are just afraid to make a decision.
Most likely they are thinking:
- I don’t want to make a mistake!
- What if this is wrong for me?
- I should wait and decide later!
- What if I fail?
- I should think about it more!
They are thinking, thinking, thinking……. all of the above in one big run-on thought process!
Ask These Questions To Get Recruitment Decisions
Ask your potential consultant a couple of these questions to get past the I can’t decide mentality:
“If you do not start your direct sales business now, do you see yourself working for someone else forever?”
“What do you think will happen next year if you do not make a change now?”
Both of those questions ask your recruiting candidate to visualize themselves in the future. Most likely they will visualize themselves not happy about the future situation. Visualization taps into emotions!
Emotions can be very effective sales tools!
Sometimes taking something away causes the prospect to grab for it!
This is an example of a question that removes the opportunity:
“I see that you are stressing out about risking your status quo and changing your life! I can understand that… Why not just relax and enjoy your life as it is right now and forget about this?”
That sentence does 3 things:
- It validates their stress.
- It gives them permission to just say no rather than sit on the fence.
- It takes the opportunity away which makes it more desirable.
Drive Them Toward A Recruiting Decision
People always want what they cannot have, so this type of questioning often works!
Now that we have taken it away, you can bring them closer to a decision by saying something like:
“You do not have to make a decision now, instead you can make the decision not to start your business and just keep your current routines!”
“You may be thinking that is what is best for you, and if so, that is a good decision for you! Do you think that may be best for you?”
As a recruiter it is not your job to talk them into it but it is your job to ask questions that drive them toward a decision.
They may be thinking NO – it is NOT better for me, or they may be thinking NO I cannot join…. but either way you have put it out there and expect an answer!
No more calling and calling those who just can’t decide!
Please SHARE the questions that you ask to drive a recruitment decision in the comments!