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Today is officially the first day of Spring Equinox - what better time to perfect your Recruiting process? One of the most important steps to prepare for is acknowledging and talking through a candidate's objections to hearing about the potential new role. Overcoming Objections can be a large challenge when speaking with candidates - They are often inevitable, trained responses that are usually driven by emotion.
Common Objections include:
- “I’m not looking.”
- “I’m happy with my current job.”
- “I’ve been here for years.”
- “My company treats me well.”
The next time you hear an objection to hearing about a potential job opportunity, consider these scripts: “That’s great, but on a scale of one to ten, and no one is ever a 10, where are you?"
- What keeps you at ____? (Points of pleasure)
- What would make it a 10? (Points of pain)
"You know, I hear that from people often who work for ______. What is it about your role or company that keeps you so happy and engaged?”
NOTE: Do not quote a price range or make promises when it comes to salary.
Once you understand the candidate’s real drivers, you can present the right opportunity for the right reasons. Ask “What are the next steps in your career?” to gain insight into the candidate’s future plans and whether the opportunity would be a good match. Show genuine interest in their plans for the future, whether these plans are set in stone or entirely uncertain.
Try utilizing Needs Analysis Scripts:
- “What is your ideal next career step?”
- “What would make your current job perfect?”
- “What is the next step with your current employer?”
- “Since you have been there so long my guess is that you have a great manager. What makes him/her so great to work for?”