Balance the Pitch

It’s too good to be true;
Pitching a job or a candidate and saying everything is “amazing”, you would really love it, will only get you one response, their lying it sounds to good to be true.
The trick is using negative points as and spinning them into positives, a general rule is balance a pitch with positive and negative.
I.e.
This is a brilliant place to work, they take great care in who they employ, they invest a great deal into staff mirall, working conditions, making sure people are working to their strengths and are happy.
Now I’m not saying this place is Shangri-La, for them it simply makes good business sense and it cheaper, happier people work harder, stay longer allowing them to promote from within, so they can recruit at lower a level which is cheaper.
At this point 9 times out of 10 the candidate jumps in and says, “I’m glad they understand that”, if you let the candidate speak they will start to sell the role to themselves and all you have to do is agree.
It’s a lot easier.
If they don’t but in, ask them, is your current company like that?
If no, let them tell you the things they don’t like about it (write them down) they will come off this call with a good feeling about you and the job you pitched and a bad one about their current company.
If yes, you know it a good place to work, you might wont to recruit for them latter, also you know this is not an area to close on.