Recruiting is a sales profession, which of course insures a high level of rejection and objections. If you are not taking three objections you are making “customer service calls” not sales calls.
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.
When I’ve had the opportunity to speak in front of Corporate Audiences they have shared the following facts with me:
• We are getting more calls than ever from recruiters
• They all sound alike
• I don’t have time to break in a new recruiter
• I can get a recruiter off the phone very quickly if I provide one of the following three responses:
1. We don’t use Recruiters
2. We are not hiring
3. We don’t pay FEES
In many cases these three objections are not necessarily true, but they are effective in getting YOU off the phone!
You are in 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. If someone hangs up the phone, the only option you have is to call back and say “I’m sorry; it appears our call was disconnected.”
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 experience a higher level of success in client development as well as recruiting.
Once you master the skills of overcoming objections your personal success will escalate and so will your income!
To your continued success,
Barbara J. Bruno, CPC, CTS
Good as Gold Training
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