Stephanie Moss

When it comes to handling conversation resistance, what we have to understand is this is really an opportunity for us to put others at ease, put our listening caps on and be sophisticated enough to navigate a conversation in a way that is productive.

When it comes to handling conversation resistance, what we have to understand is this is really an opportunity for us to put others at ease, put our listening caps on and be sophisticated enough to navigate a conversation in a way that is productive.

let me take the mystery out of all of this first and foremost you have probably heard me say good recruiters are good listeners great recruiters are phenomenal listeners and this is one of the first opportunities we have to really show what incredible listeners that we can be this is often where trust and true rapport not hey how's the weather how are the kids but very sincere rapport can be built

let me take the mystery out of all of this first and foremost you have probably heard me say good recruiters are good listeners great recruiters are phenomenal listeners and this is one of the first opportunities we have to really show what incredible listeners that we can be this is often where trust and true rapport not hey how's the weather how are the kids but very sincere rapport can be built

And that is when we come up against conversational resistance, how we handle it. And the key is handling it through the science of listening. There are five points to being a phenomenal listener when it comes to handling conversation resistance. It spells out the acronym CONVERSATION. Laces. L-A-C-E-S. I'm going to break it down and then we'll give some real world examples. Laces is listen.

And that is when we come up against conversational resistance, how we handle it. And the key is handling it through the science of listening. There are five points to being a phenomenal listener when it comes to handling conversation resistance. It spells out the acronym CONVERSATION. Laces. L-A-C-E-S. I'm going to break it down and then we'll give some real world examples. Laces is listen.

I cannot emphasize that enough. Listen, listen, listen. And understand what we are listening for. is not just what people say, but we understand people tend to speak in half sentences. And we are often, especially as recruiters, you know, I love us, but it's true.

I cannot emphasize that enough. Listen, listen, listen. And understand what we are listening for. is not just what people say, but we understand people tend to speak in half sentences. And we are often, especially as recruiters, you know, I love us, but it's true.

We are often so anxious to talk or to communicate what's rattling around in our brain that when people get the first half of a sentence out, we immediately jump in. And where a great recruiter shines is they allow for a pause to see if the person who's speaking will jump in with the back half of their statement. Second part of LACES is acknowledge. This is also like validation.

We are often so anxious to talk or to communicate what's rattling around in our brain that when people get the first half of a sentence out, we immediately jump in. And where a great recruiter shines is they allow for a pause to see if the person who's speaking will jump in with the back half of their statement. Second part of LACES is acknowledge. This is also like validation.

Third part is the C and that's clarify. E is expand and S is seek agreement. This is a little bit counterintuitive to a natural way of listening. So we are going to have to practice this for it to become natural to us, intuitive to us. I strongly encourage you to write out a script that you can follow along until it becomes old hat, second nature.

Third part is the C and that's clarify. E is expand and S is seek agreement. This is a little bit counterintuitive to a natural way of listening. So we are going to have to practice this for it to become natural to us, intuitive to us. I strongly encourage you to write out a script that you can follow along until it becomes old hat, second nature.

So let's go back and start again at this listening. Again, the idea here, good recruiters are good listeners. Great recruiters are phenomenal listeners. We're listening for the back half of what people say. We're listening for what people don't say. And a couple of thoughts on the art, if you will, of listening is being able. patient listener.

So let's go back and start again at this listening. Again, the idea here, good recruiters are good listeners. Great recruiters are phenomenal listeners. We're listening for the back half of what people say. We're listening for what people don't say. And a couple of thoughts on the art, if you will, of listening is being able. patient listener.

Again, we as recruiters love to jump in and start talking and start sharing. And especially if you came from that old school mentality where you jump in and want to immediately annihilate a quote unquote objection, or as soon as you hear resistance, you want to squash it. Instead, I want to strongly encourage you to give it space, to let it fit.

Again, we as recruiters love to jump in and start talking and start sharing. And especially if you came from that old school mentality where you jump in and want to immediately annihilate a quote unquote objection, or as soon as you hear resistance, you want to squash it. Instead, I want to strongly encourage you to give it space, to let it fit.

I'm a big fan of hitting the mute button so that you have to bring a ton of intention and consciousness before you start speaking. Or even better, you start speaking, but you're on mute so they don't hear you. So then they start speaking again. Patient listening just needs to be practiced with discipline. And my favorite way to do that is through the mute button.

I'm a big fan of hitting the mute button so that you have to bring a ton of intention and consciousness before you start speaking. Or even better, you start speaking, but you're on mute so they don't hear you. So then they start speaking again. Patient listening just needs to be practiced with discipline. And my favorite way to do that is through the mute button.

Once we listen, then we want to acknowledge. And this is where we really are validating what we think we heard and validating to the speaker that we are really trying to hear them. Easy things are when you're in the midst of conversation. Hey, John, I really appreciate a couple of things that you just shared with me.

Once we listen, then we want to acknowledge. And this is where we really are validating what we think we heard and validating to the speaker that we are really trying to hear them. Easy things are when you're in the midst of conversation. Hey, John, I really appreciate a couple of things that you just shared with me.