As a recruiter you will have to deal with handling objections on a regular basis. Most salespeople might think of objections as something negative, but it is actually a good sign.
The fact that they're talking through their concern with you means that they're giving you a chance to answer it. If someone is completely uninterested in the job you are trying to source a candidate for, or in the services you offer as a recruiter, they would not bother to object.
Here are some techniques to use in handling objections.
How many real objections do you actually get? What exactly is an "objection"? When the customer says your price is too high, or your delivery is too long, or the specifications don't meet his needs, or he's happy with his current supplier, does that mean he disapproves of or opposes you? Of course not…
So what you might consider to be objections aren't really objections at all, but are common sales processes and typical expressions of concern on the part of the customer.
Of course, the customer is concerned about the high price because he's not convinced of the value. Of course, he's concerned about long delivery because that will cause him delays or a negative impact on their business. Lastly, of course, he's happy with his current supplier. If he wasn't, he would have come looking for you instead of the other way around.
Building rapport and earning trust
The secret to handling objections is to manage the sales process so as to avoid the objections. That is it! The question now is - How? Well, first of all, remember that people buy from people they know, people they like, and people they trust.
So build rapport, be likeable and be trustworthy. Do what you say you'll do when you said you'd do it. Secondly, listen to your customer's concerns. Find out what's standing in the way of them buying into you and using your services. Find out what they are unsure or uncomfortable about.
If you have spent sufficient time during the first part of the sales process and asked suitable questions, probed and qualified the customer, you will have a good idea of what situations have to be solved or clarified, even before the customer has time to raise any objections. This should lead to you being in a position to convince the customer to use your services.
Identifying the right solution for your customer
Sometimes there's no simple solution to the customer's concerns. That's when the customer will hesitate to move forward. If you can't find a solution, maybe you can negotiate a resolution.
Perhaps a delayed delivery can be offset in some way? Maybe no one's product will meet the customer's required specifications? However, remember that your task is to help the customer accept your solution as the closest match he's likely to find.
Keeping the sales process moving forward
Whatever it is that's keeping the sales process from moving forward, it's your job to identify it and to address it in a professional and non-confrontational manner. You're not trying to overcome the objection; you're working with the customer to resolve the situation, that will benefit both parties.
When you can learn to do this in a personable and cooperative way, you will become a business partner with the customer. Therefore, coming across as a problem solver and not a problem.
Make sure you treat what is often considered as objections as simple requests for more information and clarification. This way you can reduce the stress of any situation and keep the sales process moving forward successfully.
This article is written by Danielle van der Vegt from our Talent Acquisition Team in the Netherlands.