The Psychology of Persuasion: Consistency

Friday, February 05, 2016

You recently interviewed  a ThirdPool candidate, and the individual appears to be  excited about the prospect of making a career change.

SampleAppointmentCard

Several weeks go by and the candidate is not responding to your requests for a follow-up discussion. They’ve gone dark. What caused this individual to swing from excitement to disinterest so abruptly?

If you think it’s you, your message, the value of what you’re offering, or anything else you’re saying, you’re probably wrong. These decisions (or a lack of decisions) typically relate to the subconscious part of person’s mind. It’s where ideas become actions.

Today, I’ll explain how to handle these interactions more successfully and keep your next candidate from going dark after the interview.

WorkPuzzleFooterDave

Questions or Comments?  Reply to your WorkPuzzle subscription email.

Didn’t get the WorkPuzzle email?  Subscribe below.  We promise not to share your email with others or use it for any other purpose but delivering WorkPuzzle notices.

 

Interview Failures Are Essential to Hiring High-Performers

Thursday, January 28, 2016

“Wow. That was a waste of time.”

Is this something you’ve said to yourself after interviewing a candidate who seems to have low potential?

BabeRuthStrikingOut

We’ve all been there. After experiencing such an interview, most of us have the urge to tighten the screening requirements and only interview candidates with better credentials.

According to researchers, taking this course of action will produce the exact opposite results you’re looking to achieve.

Why? It’s because avoiding failure has become your objective.

Organizations who focus on avoiding failure tend to perform at a lower level compared to those who encourage it.

Continue reading →

The Psychology of Persuasion: Reciprocity

Monday, January 18, 2016

Today I will continue to discuss the psychology of persuasion with a focus on something we can all relate to: reciprocity.

Reciprocity

When someone invites us over for dinner, we may bring a bottle of wine. When someone gives us a gift, we send them a thank you note. As humans, we have a seemingly innate need to reciprocate when someone does us a favor.

Continue reading →

The Psychology of Persuasion—Introduction

Tuesday, January 12, 2016

After taking a few weeks off from writing over the holidays, Dave and I are both excited to embark upon 2016 with a renewed sense of curiosity about the psychology of recruiting.

Psychology of Persuasion

To start the year, Dave will be focused on bringing you insight concerning the psychology of persuasion. While he touched on this topic during the Edge conference last year, there is much more to learn. Continue reading →

The Psychology of Attraction—Summary

Thursday, December 17, 2015

It seems that attraction is hard to capture, difficult to control, and temperamental to sustain.

We can feel it when it happens to us.

We can recognize it when it happens to others.

And, we all want to take advantage of its mysterious power when it comes to recruiting.

PsycholgoyOfAttraction

Over the last few weeks, our WorkPuzzle discussions have focused on demystifying this important topic. There is a knowable and predictable psychology to getting individuals to lean towards you.

Consistently applying these principles to the recruiting process is a delicate thing to do, but it’s worth the effort.

Continue reading →

The Psychology of Attraction—Part 4

Monday, December 07, 2015

“I like you.”

Sounds simple, but this short sentence has a remarkable affect on a person’s propensity to be attracted to you.

The final component we’ll cover on the psychology of attraction has launched numerous romances, has undergirded many successful sales careers, and has even turned a few people into billionaires.

Attraction4

The concept is called “liking.”

What do you like? What do others like? How is the liking expressed to you? How is the liking expressed to others around you? Are there more effective ways to express liking? What happens if you hear about someone else liking you?

You’ll feel like you’ve been to a junior high school girls slumber party by the time we’re done discussing this topic.

I know that doesn’t sound fun, but it’s one of the most influential techniques high-performing recruiters use to attract new agents.

Continue reading →