Rule of 5 – Candidate Interview Closing Questions and Tip
"A-B-C. A-Always, B-Be, C-Closing. Always be closing." These words were made famous by the character played by Alec Baldwin in the 1992 film Glengarry Glen Ross and has become a mantra used throughout a salesperson’s career. It is also a great approach to take during the interviewing process, not only for sales executives but also other professionals.
1. The Mini Close – The interview will, at some point, begin to conclude. The "mini-closes" can be as simple as stating, "It seems that my experience matches the requirements for the position. What other factors are important to you?" This will help you control the direction of the interview and also demonstrate that you know how to close a deal!
2. If you sense hesitation, ask if there are any questions or concerns about you being the right person for the position. Continue the conversation, using answers that reflect what you have learned that are important attributes for the successful applicant.
3. If they feel you are a possible match, use a little more assertive approach; something like, "based on everything I have heard, it seems that you feel I am possible match for your position and organization. I am interested in continuing in the process. What will be the next step?"
4. An exceptional interviewee will ask for the position at every interview. “Based upon all of the intriguing information you have shared about the company and the role; I feel that I would be a perfect fit. I am very interested and look forward to next steps. If possible, schedule the next meeting while you are there, or get a calendar date and time for when they will call you.
5. The Clincher – Many awesome opportunities have been lost because the candidate did not want to give the wrong impression; I am not really looking, just kicking the tires, do not want to seem over eager, etc. Life changing opportunities are usually a surprise that happened when career minded people are happy. Lower your guard, sell yourself, be interested, and let them know you want the position at every phase of the process. You are only in control of the outcome as long as they want to hire you. Therefore, make a powerful and positive first impression.