Dear Barb:Since January, seven of my candidates have turned down job offers. I have never had this experience before this year and it’s so depressing. My production for the first quarter of this year is my lowest ever and I know my owner thinks this is my fault. What can I do to make my candidates accept offers?Judy D., Madison, WI亲爱的Barb:从一月开始，我有七个人选拒绝了offer.今年之前我从来没有遇到过这种事，我感到非常沮丧。我在今年第一季度的业务额是有史以来最低的。我知道我老板认为是我的错误。我怎么样才能让候选人接受offer呢？Judy Dear Judy:Unfortunately you can’t force your candidates to accept job offers. The current job market is improving and often your candidates obtain more than one offer. That is why it is so important (unless you work retained search) that the minute you book an interview for a candidate, you market them to set up other interviews. The Internet has made it simple for job seekers to conduct their own job search. If you keep them busy interviewing, they don’t have much time to interview on their own.亲爱的Judy:遗憾的是你不能强迫你的候选人接受offer.如今人才供不应求，很多时候你的人选会得到不止一个offer.所以一旦开始给人选安排面试，你就要有意给他们安排不同的其他面试，这非常重要。因为互联网让人们很容易找到工作，所以你就要让他们忙于面试，这样就不会有太多时间参加其他的面试了。It’s also important to understand the real reason a candidate is interviewing. Always ask the following questions:What would you change about your job if you were your boss? (This uncovers the real reason they are talking to you. If it is only money and advancement – they will accept a counter-offer and turn down your offers).Why have you made job changes in the past? (People are creatures of habit and often make job changes for the same reasons).What must be there for you to make a job change, today? (This uncovers what is most important to them now).了解人选打工作的真实原因也很重要。建议提以下问题：1. 如果你是你的老板，你会如何改变你的工作内容？（这会暴露出他们想找工作的真实原因。如果仅仅是钱和升职的问题，那么他们会因为公司开出的新offer(Counter offer指公司为了挽留员工而开出的新条件)而拒绝你的offer.）2. 你以前跳槽的原因是什么？（一个人跳几次槽可能会因为同样的原因）3. 现在你换工作最看重的是什么？（考查目前对他最重要的因素是什么）Don’t have a job in mind when you interview your candidates. Conduct a general interview to see what is most important to them and then match their credentials and requirements to your current opportunities. Also re-ask questions throughout the interview process. During your initial interview, your candidate is only providing information they are comfortable providing a total stranger they don’t trust. As rapport and trust are established, answers become more thorough and accurate.Barbara J. Bruno, CPC, CTS当你面试一个候选人的时候，不要先急着给他安一个职位。先做一个笼统的面试，看一下他看重什么，然后再评估他的能力和需求，和目前你的职位进行对比。并且在整个过程中可以反复问同样的问题。因为在最初的面试中，你的人选还不信任你，所以只给你他认为合适的答案。当你们建立了信任感之后，他给你的答案就可能是比较完整和比较精确的了。