So we fantasize. About a white knight whispering in our ear: "You're doing such a magnificent job, we're giving you a $50,000 raise and promoting you to director." Or hiring authorities entreating us: "Your credentials are fabulous and we'd be honored if you'd join us. Would this paneled office with a view of the coast be suitable?"
That might happen. But how likely is it? You can help make your fantasy a reality by making it easy for them to buy your services. Not, of course, through childish pleading and whining, but by learning to ask for a decision professionally.
What Is Closing?
A close (or closing) is simply a request for a decision. It's something you did when you asked for a meeting with a potential employer. And you got it! Now, you want him to buy your services.
The Advantages of Closing
Other hiring authorities may not expect you to ask for the job, but doing so is very advantageous. It shows that you're confident and mature enough to handle their decision-good or bad. Your ability to close can easily be decisive in the competitive hiring process. Also, having their decision helps you gain some control and plan ahead. Isn't it better to know where you stand than to go through weeks or months of waiting and hoping?
Understanding the Emotions of Closing
Asking for something is an emotional event for them, as well as for you. Most people don't like making decisions because there is always some risk. In the hiring process, those risks can be substantial, as you know. To understand what's going on in their minds, think about the last time you bought something-especially a major purchase.
What motivated you to buy?? It was probably one of the following:
- Fear of loss and hope of gain Fear of loss can include loss of time, money, safety, property, health, loved ones, possessions. Hope of gain includes the possibility of saving money, meeting personal and financial commitments, gaining time, safety, etc.
- Pleasure and avoidance of pain Pleasure includes comfort, convenience, enjoyment, admiration of others, luxury, good health, sexual attraction, good food, drink, desire to possess, etc.
Some Closes That Will Help You Get an Offers
While all of these closes are professional, it is not the techniques but the way they are used that conveys professionalism. Remember the smile and gentle manner. Be very sensitive to the impact you're having on the interviewer. If you begin to feel that your approach has been a little too assertive, you can always back off and say: "I'm so interested in this opportunity that I may have pressed a little too hard. If so, I'm very sorry"
How Often Do You Have to Ask?
Once may be enough. But be prepared for more. Don't be put off with your first "no" or "maybe." Persistence pays. Even though you are assuming that the decision maker will go along with your thinking, be prepared to ask again. That's when knowing several ways to get a commitment, will help-not only in getting a job but in getting other agreements as well.
"Ms. Muffit, I know I can do this job because I've done it before and I've done it well. I'm really enthusiastic about working with you and the other people I've met here at Spiderweb Mills. The work you're doing here meshes really well with what I've been doing at Spectacular Silk worms, and I'd love to get started soon. Would you like me to begin in two weeks or would the first of November be better for you?" Then wait for her answer. You may have persuaded her to make you an offer.
Pride and desire for approval
Pride includes acceptance, self-improvement, social acceptance, affection, learning, admiration, prestige, etc.
Your emotions peak when you ask for the job. Your positive attitude and belief in yourself will empower you to ask. You begin by assuming they will want your services. That in itself is a close: the assumptive close.
But there is, of course, the possibility of rejection, and failure. No one likes rejection. But you can learn to acknowledge your frustration. If you've been turned down for a job, review and use some of the techniques for dealing with anger. After you've cooled off, analyze your meeting. Ask yourself: Would I buy my services? If the answer is no, don't ask anyone else! If you don't believe in yourself, who will? Without that basic belief, you cannot be convincing.
