A three-step approach to closing the deal

To offer a physician candidate a position, use the following three-step approach:

  1. Trial close—Begin by asking the candidate outright whether he or she is interested in pursuing this opportunity. Also ask what the practice will need to do to make this happen. Offer to help get the ball rolling.
  2. Assumptive close—Assume that if you can fix minor problems, the candidate will accept your offer. Use this approach to finalize last–minute details.
  3. Candid conversation—Gain credibility and the trust of the candidate by positioning yourself beside the candidate, not across from the candidate. It allows you to offer more appropriate guidance. Use analogies to answer the candidate’s questions. Real world or your own life experiences can often simplify choices the candidate perceives as convoluted or complex.

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