The Compliance-Gaining Interview
Don Rabon, CFE
President
Successful Interviewing Techniques
The Compliance – Gaining Interview
Farmers:
Plant in the Spring Harvest in the Fall
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A most neglected interviewing
phase
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Connected directly to the
compliance – gaining
interview:
4
The Compliance – Gaining Interview
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Success Failure
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From an interviewing perspective,
we often leave money on the table.
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Money, in this case, being
information.
Regarding Information:
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Regarding Information:
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Have it all Ensure validity
When it comes to compliance-
gaining, many think there is a:
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When it comes to compliance-
gaining, many think there is a:
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Magic Formula
When it comes to compliance-
gaining, many think there is a:
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Magic Formula Secret Code
What it really comes down to is:
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Mastering the Fundamentals
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Phatic Communication
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The Criticality of “Before”
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Metaphorically Frame Our
Compliance – Gaining
Interview Examination to
the . . .
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The Tending of a Field
Stages One and Two
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Winter
Stages One and Two
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Spring
Stages Three and Four
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Summer
Stages Three and Four
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Fall
1. Winter – preparing to conduct the
compliance – gaining interview;
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1. Winter – preparing to conduct the
compliance – gaining interview;
2. Spring – planting the seeds for
compliance – gaining receptivity;
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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;
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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.
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Stage One: Preparing the field
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Winter
Stage One: Preparing the field
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Prepare for a given
interview:
Facts regarding
the inquiry;
Facts regarding
the interviewee
Winter
Stage One: Preparing Interviewer
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WinterThe fundamentals
are perishable
skills;
Especially for
compliance
gaining;
Practiced
continually
Stage Two: Planting the Seeds
for Compliance – Gaining
Receptivity
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Spring
Enhancing the compliance -gaining potential
at the very beginning of the interview
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Call the persuadee by
name.
3
Establish comfortable eye
contact.
4
Shake hands.
Note: there are always cultural
nuances in this regard.
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Introduce yourself.
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Be interested – not interesting.
Stage Three
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Summer
Stage Three
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Summer Present multi-faceted
themes
simultaneously;
Monitor persuadee’s
expression for emotive
response;
Consider engaging the
concurrent theme.
Become:
The Super Phatic Glue
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The Compliance-Gaining Interview:
Plant in the Spring and Harvest in the Fall
Don Rabon, CFE
President
Successful Interviewing Techniques