Anyone Can Listen, But Can You Hear What is Not Being Said?

My Client was in a trance. Who could blame her? All recruiters ask the same questions, in the same order, about job descriptions and responsibilities and preferred experience and education. Who needs 
Ambien when you have recruiters?

But I asked: “How many people have you interviewed?” (6) Resumes seen? (15 or so)

I asked: “Why haven’t you hired assuming you only chose people who seemed to fit? (Uh, I want to hire the right person.) I always want to ask, “You mean you won’t hire two wrong people?”

I asked: “Have you made offers that are getting turned down? Do you have a less than compelling story or compensation?” (No we rock! This is a great place to be. I turned them down.)

I asked: Why? (Big pause, deadly pause. It takes discipline and courage to wait this out.) Then came the truth. It was an odd culture, there had been trust issues with the previous VP of Sales. She didn’t want someone who was going to come in and fire everyone and bring in their own people and disturb the culture. They wanted to keep the culture, but with more money.

And now I could recruit! Because I heard what wasn’t said!