Most recruiters think they know how to close.
Almost none of them are using a structured system.

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Advanced Closing Mastery with Steve Finkel (Part 2)

If Part 1 showed why closing matters, this episode gives you the actual playbook.

From Steve Finkel’s latest book Closing For Recruiters, this conversation breaks down the structured frameworks elite recruiters use to turn hesitation into yes — and offers into revenue.

Most recruiters rely on instinct.

Top billers rely on sequence.

And that difference is worth 30–50% more billing.

Why This Episode Matters

AI can source.
Internal teams can screen.

But closing is still the moat.

If you want to protect fees, increase acceptance rates, and position yourself as a long-term career strategist instead of a resume pusher — this episode shows you how.

What You’ll Learn

• How to structure a closing call for maximum influence
• Why major closes require combinations — not clever one-liners
• The full breakdown of the “College Professor Close”
• How to overcome fear of change (without pressure tactics)
• How to position yourself as a long-term career strategist
• When to use logic vs emotion — and how to blend both
• How to run After Action Reviews to sharpen your closing skill

About Steve Finkel

Steve Finkel is one of the most respected recruiter trainers in the world.
His sales psychology frameworks and training systems have increased production for thousands of recruiters and reshaped entire search firms globally.

If you want advanced-level closing strategy — this is it.

⏱️ Timestamps

04:15 – The critical prep before any closing call
08:05 – Why closing starts with selecting the right assignment
12:45 – Logic-first vs emotion-first strategies
17:20 – Full breakdown: The College Professor Close
21:40 – Fear-of-Change Close
26:00 – Becoming a “career strategist,” not just a recruiter
29:50 – Recording calls + After Action Reviews
34:10 – Why recruiters train on the wrong parts of the job
38:45 – The skill gap holding back experienced billers
40:07 – Why sourcing alone won’t scale your desk
45:12 – How firms boosted revenue 30–50% through closing

Tools Mentioned

PeopleGPT Free Trial → https://juicebox.ai/?via=b6912d

Pin Free Trial → https://www.pin.com/

Subscribe to the Newsletter → https://eliterecruiterpodcast.beehiiv.com/subscribe

Follow Steve Finkel → https://www.linkedin.com/in/steve-finkel-9b4ba37/

Steve’s Website → https://www.stevefinkel.com/

Benjamin Mena → https://www.linkedin.com/in/benjaminmena/

Host Company → http://www.selectsourcesolutions.com/

If you’re serious about increasing acceptance rates, protecting fees, and becoming the recruiter who actually brings deals across the line…

This is advanced closing mastery.

Hit play.