If you want to understand what makes people tick, you need to be inquisitive. Think about their PAR factors – what are the Problems, Aspirations and Risks which are of most concern to them. Many recruiters dwell on problems simply because they see these as things that they can ‘solve’ to do a deal and make money. Whilst there’s nothing wrong in this, it can lead to our questions being a little overt and self interested. Great recruiters are nosy because they want to understand how to best help their candidates and clients. This ensures a more sincere sales process and ultimately results in repeat business and referrals making the recruiter more successful anyway.