support of REC members including Orion Group and ... objections you might get from your clients. The IRP ... Make sure t
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IRP Professional Guides | Your Profession Why is this important? Objection - noun An expression or feeling of disapproval or opposition; a reason for disagreeing: they have raised objections to our latest proposal.
‘The objection is not personal – they do not have an issue with you, just their own experiences.’ ‘Don’t be put off by an objection: See it as an opportunity.’ ‘Remember your objectives at the end of any conversation: Agree a next step or plan of action.’ ‘Why are they saying what they are saying? Have they had a bad experience? What would it take to reverse the experience.’
Overcoming objections from clients This professional guide has been put together with the support of REC members including Orion Group and aims to provide you with common tips for overcoming objections you might get from your clients. The IRP would like to thank Andrew Carr, Training Manager at Orion Group, for his support. Is an objection always negative? Whilst the dictionary definition seems to suggest this, it could be construed as misleading, especially in a sales capacity. The trick is to be proactive in your approach towards the objection, seeing it as a challenge rather than an issue. Below are a few pieces of advice that could help.
Key Points: 1. Know why you are calling and keep focused on this: Being focused and driven on what you want to achieve will help you get to your end goal. Make sure that your call structure focuses on the goals you want to achieve. 2. Do your research: Question and uncover the client’s recruitment issues. This will help you to push back and continue the dialogue. Once you find the pain of the client, you can develop realistic solutions which satisfy needs and exceed expectations. 3. Don’t be put off by an objection: See it as an opportunity – your attitude and behaviours can help this. Remain positive throughout your call, sit up or stand up and smile – this will help you psychologically by sounding more positive than defensive. 4. Challenge the client: Why are they saying what they are saying? Have they had a bad experience? What would it take to reverse that experience? How do they know that you will not be able to reverse their expectations unless they open up to you? 5. Be creative: Look at creative ways of working round the
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INSTITUTE OF R EC R U I T M E N T PROFESSIONALS
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IRP Professional Guides | Your Profession
Implement Now/Next Steps Build yourself a list of common objections you face and identify how you typically faced them. Ask your colleagues about their most common objections. Write them down and be prepared for when you make that call or go on that visit. The most important thing to remember is to build that relationship.
Stats and facts “View all objectives to be managed positively and proactively”
Andrew Carr, Orion Group
objection. For example “when your PSL does not deliver, how do you manage recruitment then?” 6. Remember your objective at the end of any conversation: Agree a next step and plan of action. Be clear what you want to achieve, when you want to achieve it and when you will communicate back to the client. Be clear in your expectations and manage theirs proactively too. 7. Be resilient: The objection is not personal – they do not have an issue with you, just their own experiences. Remember the age old adage in recruitment – ‘people buy from people.’ If you can build a rapport with your client then there is no objection that you cannot overcome. 8. Develop a long-term relationship plan: It takes a long time to build relationships. Objections are a natural stage of selling, so make sure you have the mindset that this is a longterm relationship that is only at the beginning of it’s life cycle. 9. Keep in touch: Even if you don’t think they will buy, each call gives you a chance to talk about something different, so make sure you’re loaded up with plenty of things to talk about and plenty of ways in which you can demonstrate that you are a recruitment expert. 10. Keep your name out there: Get social, engage with your clients through multiple channels online, offline and build a relationship that embraces their interests. Find out what they like to do away from work, talk to them about their lives and help to be that person that is always on the tip of their tongues when the need arises.
Further resources CMI Portal – For common objection handling techniques REC Training – If you feel you need a little more support
IRP Professional Guides
For more information visit www.rec-irp.uk.com or contact the IRP team on 020 7009 2155.
T 020 7009 2155
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