Recruiting is a sales profession… Newsletter
Here is a great letter by Barb Bruno for recruiting sales. Barb is addressing the recruiter who works both sides of the desk, in the split model the sales executive:
Recruiting is a sales profession, which of course insures 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 – requests for more information.
You are a sales professional, and should be able to overcome at least three objections in a successful presentation. 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, and that is silence.
All other objections fall into four categories: Price, Service, Personal and Postponement. It is much easier to effectively handle an objection when you learn what type of objection you are facing. For instance, if someone says “send me a resume”, that is obviously a postponement objection. If you are asked to quote your rates, you are 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 twenty 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 very natural. Once you master the art of overcoming objections, you will produce and earn MORE.
If you are not taking three objections you are making “customer service calls” not sales calls. Once you master the skills of overcoming objections your personal success will escalate – guaranteed!
Barb Bruno, CPC, CTS
Good as Gold Training
www.staffingandrecruiting.com
