Resources for Training, Scripts, and Rebuttals. Everything you need to run your Desk at peak performance.
CLOSING Decoded
Situational Training
WHAT IS SITUATIONAL TRAINING?
A Recruiter's day is full of tough decisions and judgment calls. In these sessions, the industry's guru tackles those pressing situations. Our new SITUATIONAL TRAINING section is where we've taken the steps of the placement process and put them into short 2-9 minute snippets grouped by topic to add to our basic training.
Shorter than your average “just one quick thing.” Watch 2–9 minute sessions that get straight to the point, because you don’t have time for 47 slides and a story about someone’s journey.
What you will learn in
CLOSING Decoded
Situational Training
Closing complex Placements means sounding different.
Learn advanced techniques, hear the hardest close Dem ever pulled off, and discover why his agency has a 1% fallaway rate (17% better than average!).
Warning! Results may include confidence.
See it. Feel it. Try not to laugh too hard.
This is Recruitment Training with a bit of energy, and a healthy dose of sarcasm
For recruiters who learn best when they can roll their eyes and take notes.
No slides, no distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
CLOSING Decoded
Closing Live-ish: It’s not , but it’s close.
Real-world Scenarios, Role Plays, Breakdowns, and “don’t say this” moments, all delivered FunDEMental-style.
Hear what Closing REALLY sounds like!
In this class we will talk about how closing has changed over the years and what you need to do to change with it.
Understanding how to close the complex sale starts with re-evaluating how you are doing it now, and making some fundamental changes. Let's figure out how to move processes along.
Most Recruiters know how to overcome objections and move forward in a process. The problem is we all sound the same when we are speaking with clients and candidates. So try something different and see how much further it gets you.
There is a science behind this new selling. Lets dig into your brain and see how simple words can make all the difference.
We've all heard about the famous book Getting to Yes. Let's figure out why we want to get to no faster.
Dem believes healthy guilt is a good thing. When candidates have it they will give you a "tell". It takes a strong recruiter to call them on it and take them out of process the "Graceful Way”.
We expect Dem to come up with huge, wild closing statements that will wow people into submission. But even Dem realises, sometimes all they need is a little..."nudge”.
There are times when freezing your fee will help close the deal. But it really helps when the company is just plain cheap!
COUNTEROFFERS! Just the word sends Recruiters into apoplectic fits! You covered counteroffer, you know you did, and then it happens anyway! Listen to Dem explain how to try and mitigate some of these issues.
The HR person has gone on maternity leave and our hiring process has come to a screeching halt. We are dead in the water, right? Not just yet…our candidate and the HR person are Facebook friends!
All Recruiters really care about is closing the deal, right? Well you would think that was right, but sometimes we get so caught up in the details we forget what we are really after, the deal! Let's remember to get out of our own way.
Sometimes candidates can misunderstand the realities of the market. The current market realities have shifted the candidate's leverage when it comes to money. It's time for you to keep it real with these people.
It happens to everyone at a certain age, right?! You have a "senior moment" we like to say. But how do we explain it to a client that thinks the candidate is hiding something? Listen to how it was saved.
You did the hard part. You found the right Candidate and your client knows it, but they just won't pull the trigger and make the offer! What can we do?
Patience is not a virtue for top Recruiters. So what happens when the process is taking too long? They default to the "Take It Away" Close. But there are versions of this close. So instead of giving your candidate an Espresso, maybe all they need is a Latte.
We like to think we are pretty cutting edge when it comes to Closing techniques. Dem explains the hardest close we ever tried. Maybe you could try it too?
In a Candidate centric market the worst thing we can do is give the candidates more power! So how do we stop this craziness and regain some of our power?
Everyone knows how to properly prep a Candidate when it comes to discussing compensation. But what do you do to prep the Client?
Making Placements should not be something that we wait to happen to us. We should be consulting with our clients and making Placements happen. Listen to a recent example of how we consulted with the client and made the Placement happen.
Most Recruiters are working on commission, so the idea of freezing a fee doesn't sit well with most of us. But sometimes this is the only way we are going to close a deal. And a frozen fee is still better than no fee!
Closing a candidate on a deal can have all kinds of issues, but when it is closing the backup candidate that is a whole different set of potential problems. Listen to Dem explain how this worked out.
Getting a candidate a significant salary increase should be simple to close, right? Listen to Dem explain why we should be careful what we ask for. Sometimes getting candidates exactly what they want is the worst thing that can happen.
He says he wants to go on the interview and he's interested in our company. But is he really okay with the size of the pond?
Candidates can get crazy when they are asked "What do you want?" So how do we make an "out of control" candidate realise they are ruining their own chance at this job? We need to explain how their unreasonable demands will reflect on them, not us.
When a candidate tells you not to worry because their company doesn't make Counteroffers, you better get ready to dig in and fight.
Every candidate has some sort of skeletons in their closet. Dem shows us how to uncover them and take away the stigma.
We want the candidate to get the best offer, and we want the client to hire our candidate. But sometimes we get in the way of this happening by thinking we know what is best for both.
When a deal is in trouble, Recruiters can get very creative with solutions. The problem is sometimes they are trying to solve the wrong issue. That's where Isolation comes in.
This was a tough close for us, but luckily our Rookie Recruiter knew to go to Kelly for help. She helped our Recruiter understand, no matter what they say, it's always personal.
Dem tracks everything at XCaliber Staffing. And some numbers help us realize when things are shifting in the market. Other times they help us close.
People get freaked out when we "tempt fate". But we need to understand that wishing and hoping are not good tactics when it comes to closing a deal. Dem explains why you need to say it out loud.
Closing a deal can be a very emotional thing. Especially when the candidate isn't doing what we want them to do! So what is our default setting? Close harder! Well that just isn't going to work. So let's figure out how to separate emotional responses from logical ones.
It's crazy how many things can go sideways at the end of a deal. They fall into two categories, Rational reasons and Irrational reasons why the candidate is thinking about backing out. So what do we do when we are hit with a stumbling block? Well, it depends…
Often times our deals are at risk and we choose to ignore the signs. And when a deal dies we really don't want to look at it! But we can learn a lot from the placements we lose. And teach ourselves how to avoid these risks and losses in the first place.
Gone are the days of one offer, take it or leave it. There are levels of service, and the pricing structure depends on the level of service you choose. So why are Recruiters still pricing the "take it or leave it" approach? Dem shows you how to update your pricing structure.
You know the call? Your favourite client, the one you've done tons of business with and helped build their entire team, the call that asks you to do what you are doing, just for less money? Wait, what?? Listen to Dem explain how to get ahead of this.
There are plenty of times Dem will negotiate fees with clients. But there is one specific situation that he won't even budge. Too many Recruiters fall into this trap. Listen to Dem explain how to call their bluff.
Let's talk about our vocabulary when it comes to fees. We're still going to charge, obviously, but let's stop using the word “FEES”. Listen to Dem explain.
It never feels good when a client comes back after the placement is made and tries to renegotiate the fee. But sometimes it is in your best interest to negotiate. Listen to Dem win in the big picture using the Trade Offs Close.
The basic closes we use will never change. But how we use them should change with each situation. Listen to how a Senior Recruiter instinctively knows how to use this close correctly.
For more detailed training on Closing, CLICK to go to our Listen In On Demand Series
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
CLOSING DECODED: LISTEN IN SERIES
Pop in your Airpods, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
CLOSING DECODED: SITUATIONAL TRAINING
See it. Feel it. Try not to laugh too hard.
This is Recruitment Training with a bit of energy, and a healthy dose of sarcasm.
For Recruiters who learn best when they can roll their eyes and take notes.
READ ALL ABOUT IT
For the “I’ll just read it later” crowd who actually does.
No video, no noise, no excuses. Just the full breakdown of every topic, technique, and tip, ready for you to digest and revisit when you need a refresher.
Read it. Highlight it. Pretend it’s serious work.
APSO calls Dem...
“...one of the BEST recruitment specialist trainers in the country...”
Recruiter training on your terms! The DEMsays system of coaching standards and mentoring are considered the best in the industry and have produced more big billers than any other training system.
DEMsays...“Nothing you do as a manager will ever equal the rush of closing a placement. But no placement you close will ever equal the satisfaction of helping a rookie become great!”
DEMsays..."Converting a Job Order into an exciting story will increase your Recruiting effectiveness".