Why do Recruiters want to hear Objections from Clients and Candidates?

Did you know that over 60% of sales are made after the offer has been rejected 5 times? If you are a recruiter or an account manager then you need to make certain that you are hearing NO as it may happen 5 times before you get to a YES. It doesn't matter if you are asking for them to send you a resume or return a signed fee agreement. Unfortunately 75% of the recruiters and salespeople out there will give up after the first rejection. This explains why 20% of the team closes 80% of the deals.

Every day thousands of clients and candidates are saying YES to recruiters and account managers who were previously saying NO to the others who called. It could be the tone of your voice or the timing involved...

Your ability to be successful in recruiting is based in your ability to overcome objections! Think about it. Do you have an objection handling process? Are you role-playing? Are you listening, taking notes, asking questions?

Stay tuned for more... Let me know your thoughts on this subject...

Comment by Jerry Albright on July 14, 2009 at 7:45pm: Hi Craig. This topic just isn't something I'm into right now.

Comment by Amy Renz on July 15, 2009 at 3:46pm: Right on, Craig! It may sound strange, but I LOVE hearing objections. Good ones, that is... (Not the standard, tape-recorded "we ain't buyin'" remark.) Objections are the way to know that your prospect is actually considering your solution. It means they're visualizing how it would work for them. I've always told salespeople to probe for objections. How else would you know that the buyer has any? More often, buyers don't want to deal with confrontation, or seem uneducated, or feel sold to, so they just say "thank you very much" and then go buy from someone else... And 80% of the time it's the gal who actually asked for, got and effectively handled their objections!

Comment by Matt Yunker on July 16, 2009 at 11:52am: I agree but I tend to think it takes more like 10 No's before you begin to hear a yes answer. No one likes to hear no, but I tend to agree that it pushes the top performers to work harder to find those diamonds in the rough. Clients or Candidates.