Objections Are Buying Signs!
When you’re starting a recruiting or staffing business, learning how to overcome objections and viewing them as buying signs is critical to your success. I speak to many corporate audiences and they’ve informed me of the objections that get 95% of recruiters off the phone. In fact, most of them only give one objection and know the recruiter will hang up.
Think about that for a moment, one objection gets most of you off the phone. That just proves you are making customer service calls and not sales calls. In a sales call, you would overcome at least two to three objections.
The client objections that seem to stop recruiters include:
• we don’t use recruiting firms or pay fees
• our company is cutting back and not hiring
• our approved vendors fill all our positions
Now you have a choice to make.
Choice #1
Hang up and call the next prospect on your list.
Choice #2
Overcome the objection and have a chance at success. You need to stress the WIIFT (What’s In It For Them) and the benefits they will enjoy.
Role Play
Each time you are stopped by an objection, write it down and role play possible ways to overcome the objection with your owner, manager or peers. You don’t want the same objection to prevent you from attaining the level of success you deserve. If an objection stops your progress the first time, it is a learning experience. If it continues to stop you, you need to learn how to effectively overcome the objection.
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