7. Dealing with Objections and Rebuttals

What are the most common objections that you hear?

What do you think is the reason they come up?

There is a finite number of objections or ways that a prospect could say no.

Catalogue them and then create your antidote catalogue. Few recruiters have a prepared rebuttal script or question stack to deal with objections. They tend to have a favourite that is their “method” for the objection. The more choice you provide yourself, the better.

To build your own objection handling pack, start with a list of the objections. ONLY write down the objections that you hear. Inventing them only makes it even more challenging.

Objections fall into three main categories:

TAPES: Auto responses where the contact responds to your sales tape with their response tape. Change your tape and they won’t have a rep-recorded message to play back.

FOB OFFS: Excuses that are more polite than go away but mean exactly the same thing.

OBJECTIONS: Reasons not to buy now, buy from you or change vendor.

Activity:

On the worksheet we have provided, write down your most common objections and decide which category they fall into. Once you’ve done that, then consider what you could say to either:

• Acknowledge it
• Embrace it
• Flip it
• Challenge it

Remember – it is very rare to successfully argue someone into changing their mind.