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Recruiter Corner: How To Handle Sales Resistance & Pressure

by Beverly Aarons 8. March 2012 09:04

At some 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 concerns.

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.

 


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