The Compliance-Gaining Interview

Don Rabon, CFE

President

Successful Interviewing Techniques

The Compliance – Gaining Interview

Farmers:

Plant in the Spring Harvest in the Fall

2

A most neglected interviewing

phase

3

Connected directly to the

compliance – gaining

interview:

4

5

The Golden Link

The Compliance – Gaining Interview

6

Success Failure

7

From an interviewing perspective,

we often leave money on the table.

8

Money, in this case, being

information.

Regarding Information:

9

Regarding Information:

10

Have it all Ensure validity

When it comes to compliance-

gaining, many think there is a:

11

When it comes to compliance-

gaining, many think there is a:

12

Magic Formula

When it comes to compliance-

gaining, many think there is a:

13

Magic Formula Secret Code

What it really comes down to is:

14

Mastering the Fundamentals

15

Phatic Communication

16

17

The Criticality of “Before”

18

Metaphorically Frame Our

Compliance – Gaining

Interview Examination to

the . . .

19

The Tending of a Field

Stages One and Two

20

Winter

Stages One and Two

21

Spring

Stages Three and Four

22

Summer

Stages Three and Four

23

Fall

1. Winter – preparing to conduct the

compliance – gaining interview;

24

1. Winter – preparing to conduct the

compliance – gaining interview;

2. Spring – planting the seeds for

compliance – gaining receptivity;

25

1. Winter – preparing to conduct the

compliance – gaining interview;

2. Spring – planting the seeds for

compliance – gaining receptivity;

3. Summer – tending to the compliance –

gaining tender shoots;

26

1. Winter – Preparing to conduct the

compliance – gaining interview;

2. Spring – Planting the seeds for

compliance – gaining receptivity;

3. Summer – Tending to the compliance –

gaining tender shoots;

4. Fall – gathering the compliance – gaining

harvest27

Stages One through Three

The stages wherein we will place our

emphasis during this examination.

28

Stage One: Preparing the field

29

Winter

Stage One: Preparing the field

30

Prepare for a given

interview:

Facts regarding

the inquiry;

Facts regarding

the interviewee

Winter

Stage One: Preparing Interviewer

31

WinterThe fundamentals

are perishable

skills;

Especially for

compliance

gaining;

Practiced

continually

Stage Two: Planting the Seeds

for Compliance – Gaining

Receptivity

32

Spring

Enhancing the compliance -gaining potential

at the very beginning of the interview

1

Smile.

2

Call the persuadee by

name.

3

Establish comfortable eye

contact.

4

Shake hands.

Note: there are always cultural

nuances in this regard.

5

Introduce yourself.

6

Thank them.

7

Compliment.

8

Be interested – not interesting.

9

Relate.

Stage Three

43

Summer

Stage Three

44

Summer Present multi-faceted

themes

simultaneously;

Monitor persuadee’s

expression for emotive

response;

Consider engaging the

concurrent theme.

Summary:

45

Become:

The Super Phatic Glue

46

The Compliance-Gaining Interview:

Plant in the Spring and Harvest in the Fall

Don Rabon, CFE

President

Successful Interviewing Techniques