Overcome the challenge of sounding too ‘salesy’ in recruitment. Master the art of timely persuasion with insights from executive coach Matthew Kimberly.

Part of this is just the nature of the process–prospects often have time-related issues you can’t control.

But some of the delays are your fault.

Why? Hiring managers are often timid about “asking for the order” because they don’t want to come across as salesy.

If you’ve ever felt this tension, executive coach Matthew Kimberly recently shared some insights that might be helpful:

Nobody ever objects to being asked to buy something. They only object when you don’t listen to their answer and steamroll on regardless.

So, you should always ask.

You’re not a mind-reader. It might be a yes, or it might not. But if you don’t ask, it’s a no.

You must be able to answer the question, “Why now?” If you can’t do that (or they can’t do that), then “maybe later” is the way things will go.

Find a way, either through their urgent need or desire or your deadline or limited number of spots to answer the “why now” question.

Anyone with an ounce of emotional intelligence knows that being pushy and obtuse will repel recruiting prospects.