Handling Employer Objections

1
Handling Employer Objections

• Teleconference November 15, 2005
• EMP Inc. Oakville
• www.employmentoutcomes.com

2
What is an Objection?

• An objection is when the employer does not see
  the match between what you are offering and what
  they need.
• Really, an objection is a hidden need!

3
What is NOT an Objection?

• Something real that prevents the employer from
  hiring your candidates, i.e. layoffs, going out
  of business, seasonal business
• These we do not call objections we call them
  conditions

4
Problems Handling Objections

• You are caught off guard
• You dont know what to say
• There is an element of truth in the objection

5
Preparation to Handle Objections

• In a group list all of the common objections you
  hear or anticipate hearing from your employers
• Make sure that what you are listing are
  objections not conditions
• Prepare a response to each one of the objections
  using Features and Benefits

6
Features and Benefits

• A feature is something your deliverable is or
  has is a tangible part of your candidate or
  agency
• A benefit is the gain or the advantage you get
  from that benefit.
• For example we have a pool of candidates which
  allows you to choose the best fit.

7
Handling Objections

• There are basically two techniques for handling
  objections Forestalling the Objection and
  Reacting to the Objection.

8
Forestalling the Objection

• This is the most effective and easiest way to
  deal with an objection
• Forestalling works by you raising the objection
  and answering the objection before the employer
  does
• You could start with something like many
  employers think

9
When should you Forestall?

• In order for forestall to work it must be a
  commonly held objection and you must raise it
  before the employer does
• Forestalling works best when it is done at the
  beginning of the interaction.

10
Reacting to the Objection

• Much more difficult technique rather than you
  raising the objection you wait for the employer
  to raise it and you react.
• Remember, not all objections can be anticipated
  or are common enough for you to raise

11
Steps To Follow

• Listen carefully to the objection
• Ask a clarifying question
• Empathize
• Respond to the objection
• Ask a question to confirm the objection has been
  dealt with
• If the objection is still there, go back to the
  beginning and start the steps again!

12
For More Information

• Bill Santos
• EMP Inc.
• [phone]
• bill_at_employmentoutcomes.com
• www.employmentoutcomes.com