Recruiting is a sales profession, which ensures a high level of rejection. If you are to reach your potential as a recruiter, it is extremely important for you to realize that objections are actually buying signs, or requests for more information.
If you’re not taking three objections, you are making customer service calls, not sales calls. Once you master the skill of overcoming objections, your personal success will escalate and so will your income.
And once you realize that objections are buying signs, they become less intimidating and easier to handle. There is only one type of objection you can’t overcome: silence.
If someone hangs up on you or rejects what you’re saying, you have to adapt the attitude of “So What, Now What” or “Next.” Every rejection or objection brings you that much closer to someone who is going to say “Yes!”
All objections fall into four categories:
- Price
- Service
- Personal
- Postponement
It’s much easier to effectively handle an objection when you learn what type of objection you’re facing. For instance, if someone says “Send me a resume,” that is obviously a postponement objection. If you’re asked to quote your rates, you’re facing a price objection. A personal objection could be a complaint directed at you or the firm you represent. A service objection is easy to identify . . . have you ever heard the phrase “You people”?
Write down the 20 most common objections you hear, place them in one of the four categories, and prepare your responses. It is very important to have your responses ready and well-rehearsed so they come across naturally. Once you master the art of overcoming objections, you will experience a higher level of success.
Make sure your calls are not WWD (What We Do) calls. Whether you’re speaking to a candidate or client, always address their WIIFM (What’s In It For Me).
When you address what’s important to the other person, you will eventually earn the status of a trusted advisor. Recruiting is a relationship-building process. Effectively addressing objections is just one step in the process.
Effectively overcome objections and you will escalate your production and earn more money.
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(Barb Bruno, CPC/CTS, a guest writer for the Top Echelon Recruiter Training Blog, is one of the most trusted speakers, trainers, and experts in the staffing and recruiting profession. If you’d like to contact Bruno to schedule a free demo of her “Top Producer Tutor” Web-based recruiter training course, call 219.663.9609 or send an email to support@staffingandrecruiting.com.)
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