28 Oct How to respond to sales objections
Clever ways to rebut the classic rejections we hear every day.
These days, decision makers have heard every pitch under the sun. As soon as we say the word ‘recruiter’, they go running (or just hang up the phone). They’ve got every excuse to not take our call lined up ready to use. By now, we’ve heard them all.
At first we’d take their ‘no thanks’ and leave. We’d never push any further. But we’ve since realised that anyone can be hiring at any time. With clever wording, we can side-step those classic rebuttals that we hear every day to prove just how effective our work can be. It’s all about breaking down that initial barrier to get into a proper conversation.
We’ve compiled the most classic excuses we hear every day, and some ways to get around them. Our responses are designed to open the conversation further and provide you with an opportunity to pitch what your sale can do differently.
- “They’re in a meeting.”
Ahh… so you’ve hit the receptionist road block. These guys are like guards manning the only way into a business. All phone calls get directed to them and only the best of the best make it through to the next round. This excuse just happens to be their favourite and most reliable… if the boss is in the meeting then never mind, we’ll just have to speak to them later, right? Wrong… a lot of the time this isn’t true. More often than not, it’s the easiest way to turn salespeople away. Surely not all decision makers across the state could be in a meeting every time we call! Don’t be turned away. Prove it doesn’t change the fact that you want to chat to them.
Response: “Does it look like a long one?”
- “We’re not hiring at the moment.”
This is a pretty smart excuse. They’ve thought quickly… noting we’re recruiters and immediately shutting us down. It makes us feel like they’re interested but just don’t have a need for recruitment at the moment. Darn it! Never mind, next time then! This excuse would work so well on most salespeople, but not us. Every business can be hiring at any time, and it’s still so important to be in their books as their only recruiter.
Response: “What’s your plan over the next twelve months?”, “when are you hiring next?”, “Can I give you a call then?”, “We’d love to be your partner when the time is right.”
- “We recruit internally.”
Another very smart excuse. If they currently have a process in place that’s working for them then why would they change that? Once again, it makes us feel like there’s no need for our services, so we turn elsewhere. But what if we could prove to them how much better it could be to outsource the service? Internal recruitment processes usually only reach a limited number of candidates. It doesn’t necessarily tap into candidates who might currently be employed but are still open to other options. These candidates possess the exact skills employers are looking for and are gaining experience in the field as we speak. It’s the kind of market we can tap into, and we want to let them know that.
Response: “How’s the process going?”, “Have you had many good candidates so far?”
- “We’re working with other agencies.”
Luckily in the recruitment industry, it doesn’t always have to be an exclusive relationship. We’re an added extra, not a lock-in contract. We need to let them know that this doesn’t change our work. We encourage them to continue working with their existing agencies, but also give us a chance by reviewing the candidates we put forward against theirs. To give ourselves this opportunity, we first need to prove that we’re different to the traditional recruitment agency.
Response: “Have you ever worked with a people’s company?”
- “We don’t have the budget to fund a recruiting process at the moment.”
Thank goodness you mentioned it. Turns out, we won’t even charge until the candidate is hired and completes their first day. Fees are rarely a concern these days, but if they do bring it up, take it as an opportunity to let them know that this won’t be a concern. It’s a new age of recruitment these days! Work now, pay later.
Response: “It won’t cost you anything up front to review our candidates”, “we’re totally performance-based”.
By changing up your wording and responses to try and open up the conversation further, you can give yourself a chance to deliver an indestructible pitch… you just need that opportunity first! Don’t be stubborn and rude, just inquire a little further. Good luck!