Let’s face it. Selling can be a challenging situation sometimes. But all of us, from the time we were infants began selling something in one way or another. And, of course, we encountered objections. For example, let’s say your spouse wants to take you out to dinner. She says she doesn’t feel like it. She’d rather stay home and veg out after a tough day at her mind-numbing job. So what do you say? “Honey, wouldn’t it feel good to have some really great choices for dinner? To have someone wait on you, not have to do the dishes, and maybe pick your favorite dessert? We don’t have to get dressed up. We can pick a place that’s casual if that appeals to you.”
What just happened here? You created mental pictures for her that, most likely, worked. She probably decided she’d like to go out to dinner after all.
So it is with objections that you may hear while marketing your most qualified candidates to companies.
These are some of the most common ones:
- We had a bad experience with a company like yours
- We have no openings
- We advertise on our own
- We don’t pay fees
- Your fees are too high
- We only deal with agencies who discount their fees
- We use another search firm exclusively
- We’re cutting our staff
- We won’t have any openings for at least a month; I’ll call you
Tomorrow I’m going to begin the series of posts that teaches you how to handle/overcome these objections. Stay tuned!
Until then, have a great day!