stage in the sales process every recruiter will face client objections,
concerns and resistance. How they deal
with these obstacles will determine their ability to close the sale. Below are a few tips:
1. Avoid going on the defensive and
leaning on “old school” sales manipulation.
Remain authentic and try to genuinely address the client’s legitimate
2. Reassess your presentation and
try to determine if you failed to convey important information. For example, if
you’re a one-man recruiting operation and the client may be concerned that you
can’t meet all of their sourcing needs.
Did you fail to inform them of how you work with other vendors to offer
complete recruiting solutions? The best
response is to focus on what solutions you can provide and what makes you
capable of providing those solutions.
3. Probe a little deeper to discover
other reasons for their resistance. For example, if a client is hesitant to pay
your fee, it may not be because they don’t value your service and skills. It
could simply be that they are facing financial challenges. Once you discover
the true source of their concerns do your best to address the problem in a way
they can understand.
4. Adapt your closing to the
client’s business style. For example,
some clients may be more cautious than others, or less likely to make quick
decisions. If this is the case, respect their way and give them time to mull
over your offer before you press for the sale.
Pressing for a sale too hard or too fast could cause problems.