Guide for Client Objections and Closing
Client Development Secrets by Scott Love (31 minutes)
Scott discusses keys to client business development including, SPIN selling and questions for client prospects, how clients perceive risk, how to handle client rebuttals and fee negotiation tips.
Common Objections by Scott Love (10 minutes)
When a prospective client gives you an objection, the way you handle that objection dictates the way they respond. They’re making a judgment about you, in terms of your effective communication as it relates to recruiting candidates. Scott Love will share the top six objections you’ll hear in marketing you, your firm and your solutions. Remember this, in the world of sales, when you hear the word “no” – that’s when your work begins. Don’t let it bother you. Scott provides insights behind common objections we hear, then gives you next steps and tactical responses that keep the conversation moving forward.
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.
10 Real Answers to 10 Constant Objections by Greg Doersching (51 minutes)
Greg shares his guide for how to manage the common resistance we hear in recruiting. He takes us through the three most common categories of resistance including client development objections, such as we don’t pay fees, getting a lot of responses to our ads, don’t have a need, don’t use search firms, have an approved vendor list, already working with another firm, send me candidates and we’ll discuss a fee and had a bad experience with a prior recruiter. Greg provides numerous ideas, talking points, and actual scripts to use to manage resistance and close more business.
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.
Overcoming Objections by Greg Doersching (46 minutes)
Greg shares his top 10 “buying” and “non-buying” objections we often encounter in business development. He then takes it a step further by including specific talking points, scripts, plus a cheat sheet to help you land more searches.
The Psychology of Killer Negotiations by Neil Lebovits (71 minutes)
Neil shares tips for a successful negotiation including building goodwill and rapport with clients, understanding your three targets of a deal, and identifying leverage points for the fee negotiation – all helping you create more win-win agreements and close more business.
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!
We Want Our Money Back by Greg Doersching (48 minutes)
Greg shares his insights regarding fee negotiations and solutions to help you build your practice. Topics include the 6 major services clients expect from recruiters, how to sell your process, how to ensure your services are seen as value-added, and much more. Greg also covers several common objections such as “your fees are too high,” “we want a longer guarantee period,” “what happens if you never send me a candidate” and “what happens if we find a candidate on our own?”
