Guide for Candidate Objections and Closing
Always Be Closing by Michael Pietrack (39 minutes)
Michael will show you how to turn the interview process into a closing process. He will walk you through the initial call all the way to brokering the offer and share helpful tools and takeaways that is sure to help you close more deals.
Big Biller Insights by Bob Broady (28 minutes)
In this big biller presentation, Bob shares his keys to take your game to the next level, including the advanced closing concept he calls “Navigating the Red Zone”. Follow his process and it will help improve your hiring process and make more placements!
Candidate Decision Making by Kent Burns (22 minutes)
Kent shares best practices for managing a candidate’s decision-making process to accept your offer.
Combatting the Counteroffer by Christine Geiger (15 minutes)
Christine discusses the dreaded counteroffer. If you are a search professional with some experience under your belt, you may know all too well what a counteroffer is in the context of our industry. For anyone brand new to our profession, the kind of counteroffer we are referring to is: when a candidate goes in to resign from his or her current employer, and the employer attempts to retain that employee using any number of tactics and counters. Thus, the counteroffer. The goal is to educate and circumvent the candidate’s acceptance of a counteroffer. If you have a would-be hire on the tight wire, combat the counteroffer with every resource you have!
Counter Offers vs. Competing Offers by Greg Doersching (10 minutes)
Greg walks us through the differences in competing offers and counteroffers. Then, he shares the sometimes-dramatic stages of communication to help your candidates recognize and avoid the dreaded counteroffer.
Divebomb! by Jordan Rayboy (7 minutes)
Learn to use Jordan’s “Divebomb!” approach to help you in just about every recruiting situation imaginable.
Navigating Candidate Resistance by Erin Bent (17 minutes)
When recruiting a candidate and discussing an opportunity, as soon as you start to describe a specific position, their brain is starting to compare what they have right now with your offer. This is just one scenario of navigating resistance with candidates. Erin Bent shares ideas to help you navigate several points of resistance with candidates, ideally leading to a “yes” and a placement.
Objection Handling by Neil Lebovits (64 minutes)
Neil shares tips to address the most common objections we face in recruiting, and the steps to overcome them to make more placements.
Resistance by Erin Bent (13 minutes)
Resistance and objections in recruiting are just like speed bumps; they might be inconvenient, but they are here to stay. Shift your approach and see them as another step in the process to recruiting your best candidates! Objections (or challenges) to recruiting an individual are going to be very common. If every time you called to recruit a candidate and then seamlessly floated through the process of placing them with your client three days later – well, wouldn’t everyone line up to be a recruiter if it was that easy? Resistance is a process, and it requires recruiters to do something they aren’t usually very good at being…PATIENT! Erin shares ideas and additional perspectives that you can incorporate in your scripts to help manage resistance.
Push-Pull Closing by Greg Doersching (51 minutes)
Greg shares his process that is designed to help you Push candidates toward a decision – and Pull relevant information from your clients. Push-Pull closing will promote an enhanced level of professionalism by you – the recruiter, increase your acceptance rate and make more placements.
The Five Steps to Effective Candidate Qualifying and Closing by Jon Bartos (39 minutes)
Jon discusses the recipe for establishing a synergistic process to candidate closing including qualifying, setting expectations, re-qualifying, pre-closing and closing.
The Reluctant Candidate by Scott Love (6 minutes)
Scott shares his tips to keep your candidates engaged during the recruiting process and understand why they may be reluctant to take the next step in their career. From empathetic awareness to clarifying questions for candidates that may be having concerns moving forward, Scott’s insights will improve your success in recruiting and making placements.
Top Objections and Rebuttals by Jon Bartos (28 minutes)
Jon shares how to address the “Top Objections and Rebuttals”; we know that resistance is a natural part of the recruitment process – learn Jon’s effective techniques to maneuver through resistance from both clients and candidates!!
