What If Pre-Close

This works the same as the “I Think” pre-close, if you prefer this one or usually you have already used the I Think, this works just as well.
The simple principal being you bring up a point like healthcare plans, the candidates current company has a healthcare plan that covers their hole family, but you already know your client’s healthcare plan is only for the employee, this can be a deal breaker.
By putting the point on yourself it gives you breathing space and let’s you head off potential problems, so by saying to the candidate “what if Client only has healthcare just for you” let’s you find out if it’s a big problem or not.
If they kick off and say they won’t take a job that does not have a healthcare plan that includes their whole family, you can back off it by simply saying, that was just me wondering, don’t panic, that sort of thing.
You can take this information to the client and say we could have a bump in the road here, could you include the candidate’s family in the healthcare plan or not?
If no and the client does not wish to loose the candidate over a small point, maybe they could just add on £50 a week to their basic, so the candidate can add their family in the healthcare plan themselves.
You can then take this point back to a pre-close question with the candidate, don’t be afraid of a little rumbling on the candidate’s part, it lets it out beforehand and at offer stage they are expecting it.