How being understanding leads to the close.

Be the understanding interviewer. "Tell me about it."

"How did you feel?" Identify the prospect's buying motive by placing the prospect back in an unpleasant situation resulting from unsatisfactory service. Learn how the prospect was personally affected by poor service. Get the prospect to tell you about the last time a supervisor chewed them out because the temp "no showed," "had poor skills," etc. Then identify the buying motive or motives. Time, money or peace of mind. Now you can begin to sell benefits