CAREER COUNSELING METHODOLOGY

Try DUCK hunting where constant

movement and change are facts of
life. You can aim at a DUCK and get
it in your sights but the DUCK is
always moving.

IN ORDER TO HIT THE DUCK,

YOU HAVE TO MOVE YOUR
GUN QUICKLY.

YOU HAVE TO PLAY EVERY ANGLE

Enquiry
CAREER COUNSELING

Enquiry Form

Requirement Analysis

Need Analysis

Premise creation, Paint a picture - Dream building

Match & give benefits

Close & order
REQUIREMENT
ANALYSIS
It’s nothing but ‘listen and understand’ step
forward, as we try to figure out what is the
perceived requirement or perception of the
candidate is.

People always have perceptions about some

industry, scope and career opportunities in
that industry. They walk in as an enquiry to
explore possibilities.

It does not require much strength to do things. It requires

great strength to decide what to do.
NEED
ANALYSIS
Analyze the actual need, and / or
Understand the perceived Requirement-
The perceived interest of the candidate.

Read enquiry form carefully. Make points.

PROBE: Ask Questions

Open ended Questions

Close ended Questions
Rhetorical Questions
Alternative Questions

Smile as the moment you smile the tone gets relaxed.

Probing
Open ended questions always open up the
conversation. 5 ‘W’s and 1 ‘H’. This is to gain lots
of information.
Close ended questions request specific info and Yes /
No answer. “Shall we begin now? Would you do
that? May I come in?”

Rhetorical Questions where answer is assumed or is

understood. How would you pay, Mr.… By cheque
or cash?

Alternative Questions to gain a decision. Would you

prefer tea or soft drink?

Ask questions and funnel it down.

PREMISE
CREATION
Premise creation is about foundation,
ground work, base creation.

It is very important to build rapport with the

customer.
Rapport building is the ability to form powerful
common human bond and develop long term
relationship with the customer.

It’s great to know that..,

That’s very thoughtful of you Mr.…
Certainly, I can do that for you…
Paint a Picture -
Dream Building

Match requirement and

give benefits

Close and Order

Queries

Some people often ask:

Is there any scope for career in this field for me?
Answer diplomatically by asking right questions.
Are you well qualified? Are you prepared and ready to
take on the challenges.

Do not get hit by the situation, always be prepared, be

ready for the situation and turn that into opportunities.
Do not think ‘Am I cut out for it?
Think, whatever you need to do, you will do your best.