Resources for Training, Scripts, and Rebuttals. Everything you need to run your desk at peak performance.
What is it?
Every Recruiter needs to start with a solid foundation. When you are new to Recruiting you are a sponge soaking up everything you can get your hands on...and that is what you will find in our brand new and updated "READ ALL ABOUT IT" series.
For the “I’ll just read it later” crowd who actually does.
No video, no noise, no excuses. Just the full breakdown of every topic, technique, and tip, ready for you to digest and revisit when you need a refresher.
Read it. Highlight it. Pretend it’s serious work.
We Shall Overcome Objections...
But which ones? Some are merely brush- offs, and there is nothing to overcome and it's best you end the call and move on.
Some are opportunities, and with the right approach, the right wording, and large enough...uh, nerve...you can uncover the need and create a placement.
Counter Objections with no nonsense, easy to use rebuttals that will position you to gather the information you need to close. Objections make the business more interesting. If everyone said "YES" right away, you'd be bored!
Think of it as a game. You just need to understand the rules, and how to execute in today's market.
...Because sometimes you’ve just got to see it to believe it.
The Perfect Rebuttal?
It doesn't exist! There is not one great rebuttal that is so brilliant that your client decides to give you all their Job Orders. But if you acknowledge you heard the Objection, if you ask smart, open-ended questions and challenge the client with your intellect, you will begin to separate yourself from all the other calls they get from your competition. Of course, it is far easier to simply accept whatever the Client is telling you, but this approach seldom leads to success on a Recruiters desk. The ability to counter the many Objections we get with smart, sophisticated rebuttals is a learned skill that has to be developed through constant practice and role play until it becomes second nature on all your calls.
4 Truths about Objections
1. Most clients give Objections because they don't know or trust you yet. It's a way to get you off the phone. It doesn't mean they have no needs. 2. 90% of Objections can be turned into opportunities. 3. Most clients, on average, will say 'no' the first 5 times you call. 4. 'No vacancies' is the most common Objection clients use to get rid of Recruiters!
Why Clients say "NO"
1. They had a bad experience with another agency. 2. They think we charge too much. 3. They think they can do it themselves. 4. They get too many calls from Recruiters. 5. They don't understand what we do, and how.
3 Key Steps to overcoming objections
1. Don't argue or get confrontational. The most critical step in overcoming Objections is to agree with, or acknowledge the Objection. 2. Follow up with an open- ended question that begins with either How? When? or Where? 3. Make use of intellectual key phrases, for example: "Let me make a suggestion..." "We can compliment what you're already doing..." "That's exactly what one of my best clients said when I first contacted them..."
The most common Objections
It is impossible to accurately predict what a Client will say after you've completed your presentation. However, if you focus on getting to know just one Rebuttal to each of the 6 most common Client Objections, you will seldom be at a loss for words. The most common Objections you will get while making Marketing Calls are... 1. We have no vacancies 2. You have to go through HR 3. Send me some Information/ Profile on your Company 4. We're running our own ad/ using LinkedIn. 5. We have Preferred Suppliers 6. We don't use agencies Read the words. Understand that it is not just the words you use that are important. It is also the tone and style of your delivery. Once you've reviewed the Rebuttal options, select one Rebuttal option to each Objection that feels most comfortable to you and role-play those Rebuttals.
principles of marketing objections
Objections are buying signals, embrace them! Which are brush-offs? Brush offs are a clients attempt to not engage with you until they qualify you. No one likes to be sold. In addition, keep in mind that all Recruiters are not created equal. Most savvy Line Manager will want to qualify your skills before giving you any information about their needs and giving you a search. Natural skepticism should be overcome! Prospecting is the process of Chipping Away. It is very rare to secure a Job Order on the first call. In fact, research shows that on average, prospects say “NO" the first six times a Recruiter calls them before buying. No Vacancies = Reflex Objection. Don’t sell to anyone who can’t buy. Your preference is always to work directly with the decision maker. At times you may find a client who insists you work through HR. Ideally, in that case, you have some access to the actual Line Manager for presentations, debriefs, and closing strategy. Steps to overcoming objections: Acknowledge that you heard it. “I can appreciate that”. These are the most important words in overcoming objections. Let them know you heard them. Deflect Them – Ask open ended 'Money’ Questions...“How? When? Where?” Isolate: “Is it” questions… "Is it a policy or a fee issue?" If Pricing Objection, Correlate Cost to Value… "Have you ever noticed the things that are better in overall value cost more than the lesser valued things?" If it’s Postponement, Discuss Process… "How long can you wait before you HAVE to make a hire? If I start my process now it will be at least four weeks out before a hire can be made. Can you wait that long?” "We Have No Vacancies"… Stop asking: “How’s business?” First AGREE: “I hear you. Now I can stop selling, and you can stop objecting and we can talk, because I’d like to earn your business”. “What kind of person could I find that, AS MUCH AS IT MIGHT HURT, you couldn’t NOT hire him?” “Let me do something for free to begin to earn your trust. I talk to your competitors for a living. What business Intel can I provide that might help you right away?” “I’m not in the business of filling vacancies. I deliver talent that creates vacancies due to track record.”
"I have no vacancies"
70% of recruiters, when getting the "No Vacancies" Objection, fall back on passive questions, such as, “can I call you in a month?” or, “can I send you my company profile?” These passive questions only serve to irritate your client. You need to ask intelligent business questions that are staffing related or might thoughtfully direct the conversation towards needs or problems you can solve. Questions like... "Okay, I understand you have no vacancies. I didn’t actually expect you to. Tell me [NAME], do you ever use recruiters? For what types of positions?" "Have there been any changes at the corporate level where my search company might be useful to you?" "How is your department structured? How many people report directly to you?" "I actually seldom fill vacancies, but I do talk to your competitors on a daily basis. Is there a specific competitor that you would like me to target, or any specific individuals you would like me to approach on your behalf?" "Great, if you have no vacancies, I’ll stop selling. But I’d like to earn your business at some point. Is there a type of talent traditionally so difficult to find that you’d like me to keep my eyes open for it, REGARDLESS of vacancies?"
"HR is furious, I went around them
HR called me and are furious I spoke to the Line Manager when they won’t call me back. Use any one, or a combination of the following principles... 1. I had to keep the candidate’s timeframe and best interests in mind. 2. You weren’t responsive and normally that is a harbinger of bad things to come. 3. It’s unreasonable of her to think you wouldn’t access your network since she was unresponsive. 4. You would rather work with her and are happy to do so if we can be respectful of each other. 5. She has to understand you work on a contingency basis with her and the candidate and Time Kills Deals. 6. You’re sorry if it upset her. It’s not personal. Personally, you like her. In fact, part of why you were upset is because you thought the first call went well and apparently it didn’t. You have feelings too.
COnclusion
It is critical when you are marketing to call as high in the company as humanly possible. You will be surprised at how many return calls you get and how much information that the people who are driving the organisation will give you. Make sure that you prepare for these calls. You only have one chance to impress these people and they are the ones responsible for changing policy. The point is, you will fight these 'Objection' battles all day long with HR and you will lose, unless it’s coming from higher up. They can say "No" to YOU. They won’t say 'no' to multiple executives within their company. It is highly recommended that you practice the techniques you are learning on a regular basis. The most important thing to remember about Objections is that there are no magic words that will work in every situation. What works for one person might actually repel someone else with a different personality. Before ANY Rebuttal will work, YOU have to believe in what you're saying. If your attitude is, "this won't work, let me just say it because it's my job", you are doomed to a life of Recruiter rejection!
DEMsays has an entire section dedicated solely to Objection Rebuttals Go through the Objections Rebuttals section in our Member Zone and click on any one of the Objections for more of "what to say, when".
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
Objections DECODED:
LISTEN IN SERIES
Pop in your earbuds, hit play, and learn while you’re doing life, or “working from home” (no judgment).
No slides, no distractions, just straight talk, real examples, and the occasional DEMism to keep you awake.
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Objections DECODED:
SITUATIONAL TRAINING
See it. Feel it. Try not to laugh too hard.
This is Recruitment Training with a bit of energy, and a healthy dose of sarcasm.
For recruiters who learn best when they can roll their eyes and take notes.
READ ALL ABOUT IT!
For the “I’ll just read it later” crowd who actually does.
No video, no noise, no excuses. Just the full breakdown of every topic, technique, and tip, ready for you to digest and revisit when you need a refresher.
Read it. Highlight it. Pretend it’s serious work.
Recruitment training, your way. LISTEN to it, WATCH it, or READ it. Just don’t ignore it.
APSO calls Dem...
“...one of the BEST recruitment specialist trainers in the country...”
DEMsays...“Nothing you do as a manager will ever equal the rush of closing a placement. But no placement you close will ever equal the satisfaction of helping a rookie become great!”
DEMsays..."Converting a Job Order into an exciting story will increase your Recruiting effectiveness".