How do you measure and improve your negotiation and closing performance?

Negotiation and closing are crucial skills for technical recruiters, as they can make or break a successful hire. However, many recruiters struggle to measure and improve their performance in these areas, especially when dealing with highly sought-after candidates. In this article, you will learn how to define, track, and enhance your negotiation and closing skills using some practical tips and tools.

1 Define your goals and metrics

Before you can measure and improve your negotiation and closing performance, you need to have a clear idea of what you want to achieve and how you will evaluate your results. Some common goals for technical recruiters are to reduce the time to hire, increase the offer acceptance rate, and improve the candidate experience. To track these goals, you need to define some key metrics, such as the number of offers made, the number of offers accepted, the average salary negotiated, the average time from offer to acceptance, and the candidate satisfaction score. You can use a spreadsheet or a software tool to record and analyze these metrics on a regular basis.

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Akshay Kaushik

LinkedIn Top Recruiting Voice || Hiring For - || Unreal Developer || Senior Unity Developer || Flutter Developer || Senior PHP Developer || AR VR Developers || Dot Net Developer || Senior Salesforce Developer
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First, understand what your company is offering to your candidates in terms of compensation and other benefits Vs what your candidate was getting before. As I say recruitment is totally like sales! Well, Not exactly the sales but more truthful sales.. so be unique while representing your company it will make you understand the key points of negotiation while offering

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Tia Kleckner
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Defining your goals is crucial because it's like having a roadmap; you know exactly where you're headed and can track your progress. Set specific targets like the number of successful deals, average deal size, or customer satisfaction rates. This approach helps identify what's working and what's not, making it easier to tweak your strategies. The real perk? You get better at sealing deals and understanding your clients' needs, leading to more wins and happier customers. Plus, it's a great confidence booster when you see those numbers climbing!

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2 Identify your strengths and weaknesses

Once you have your goals and metrics in place, you can use them to identify your strengths and weaknesses in negotiation and closing. For example, you can compare your metrics with industry benchmarks or your peers to see how you are performing. You can also solicit feedback from your candidates, hiring managers, and colleagues to get their perspectives on your skills. You can use tools like surveys, interviews, or 360-degree reviews to collect and review feedback. By identifying your strengths and weaknesses, you can focus on the areas that need improvement and leverage the areas that you excel at.

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Tia Kleckner
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To up your negotiation game, it's key to figure out your strong points and where you're not so hot. It's like knowing you're great at making jokes but maybe not the best at keeping a poker face. By identifying these, you can play to your strengths, like using your charm to build rapport, and work on your weak spots, like staying cool under pressure. This self-awareness not only makes your negotiation skills sharper but also helps tailor your approach to different situations. The bonus? You become more confident and adaptable, making it easier to clinch those deals and leave everyone smiling.

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3 Learn from best practices and experts

Another way to measure and improve your negotiation and closing performance is to learn from best practices and experts in the field. You can research and apply proven strategies and techniques for effective negotiation and closing, such as building rapport, understanding the candidate's needs and motivations, framing the offer as a win-win solution, overcoming objections, and creating urgency. You can also seek advice and mentorship from experienced technical recruiters who have mastered these skills. You can join online communities, attend webinars, read blogs, or enroll in courses to learn from the best.

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Akshay Kaushik

LinkedIn Top Recruiting Voice || Hiring For - || Unreal Developer || Senior Unity Developer || Flutter Developer || Senior PHP Developer || AR VR Developers || Dot Net Developer || Senior Salesforce Developer
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It's always good to learn from your seniors well they have seen many things before you.... In my own practice, I still discuss with my mentors while hiring for Technical Senior Profiles.

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4 Practice and experiment

Finally, the best way to measure and improve your negotiation and closing performance is to practice and experiment. You can use role-playing, simulations, or mock negotiations to practice your skills in a safe and realistic environment. You can also experiment with different approaches, scripts, or tactics to see what works best for different scenarios, candidates, and roles. You can use tools like video recording, feedback forms, or self-evaluation to assess your performance and identify areas for improvement. By practicing and experimenting, you can refine your skills and boost your confidence.

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