Continuing with our list of objections that you may hear when marketing is this rather common one:
“We have no openings.”
So how would you handle this one? Let me suggest what has worked for me.
First, isolate the objection by asking a question: “Do you mean you have no openings for a __________________ (whatever you‘re marketing) or no openings at all?” (Listen).
- “Most companies will make a place for a person who will increase their bottom line profit. Is that true in your company?”
- “What would it take for you to create an opening in your organization?”
- “How many people do you have in this position right now?”
- “If you were to rate them on a scale of 1-10, with 10 being the highest based on not only work performance, but attitude, loyalty, and dependability, how many would be a 10?”
- “How many are an 8 or 9?”
- ‘Do you have any 5‘s or below? It‘s not uncommon for a company to have one or two weak links; people who aren’t pulling their load for whatever reasons. These people cost you money every day. The person I‘m representing is a 10. On his last job he (provide examples of what your candidate did to increase the bottom line). Your time would be well spent to interview this person and see if you don‘t agree that he would improve your company’s profitability.”
- Other ways to handle this objection would be to ask questions like:
- “When do you anticipate an opening?”
- “How do you normally hire your people?”
- “Have you considered upgrading your staff?”
Most people when new to sales have a tendency to start “selling” immediately when faced with an objection. Keep in mind how it feels to be “sold” by anyone you encounter in your life. It certainly turns me off to think that someone assumes what I want or need without first finding out what that might be. So why would you want to do that to someone else? Especially someone you want to gain as a new client. Earning a level of trust is paramount in our business. Asking good questions like those above could be just the platform you need to earn that trust from your prospect.
Next time we’ll cover Objection 3 – We advertise on our own.
Until then, have a great day!