You wouldn’t buy a product or service without verifying the claims you hear about it.…
By John Borrowman, CPC
Borrowman Baker, LLC, BV Staffing + Consulting
Exploring your candidate’s work experience is only part of the interview due diligence. Equally important is understanding motivation. How do you learn the real story about why they are talking to you about your opportunity?
Most people start with some version of “Why are you thinking of leaving?” That’s a mistake for a couple of reasons. First, a question that begins with why can discombobulate the brain. Remember how you produced a non-answer when your mother asked why you ate that last cookie or put away an empty water jug. More importantly, candidates may not think they’ve decided to leave, so the question does not compute.
It’s Sales 101, and as the seller, you want to know what got your buyer started on the road to being a buyer. So, your question could be: What is happening for you, personally or professionally, that has you in the frame of mind to think about a change?
You might hear a personal reason you never thought of, though it makes perfect sense. Or you might hear about a professional problem that you know won’t be fixed simply by coming to work in your practice.
Asking the question opens the door for a deeper dive into understanding motivation.
Want to know more about interviewing for due diligence? Watch this video.