How To Overcome Objections

Question 1

What are the stages of the recruitment sales cycle?

Answer 1

• identify sales opportunities
• questioning to identify needs
• showing capability
• managing objections
• asking for commitment
• creating loyalty
• identify sales opportunities
  And so on

Question 2

Common reasons for objection?

Answer 2

• call was made at an inconvenient time
• buyer perceives no need for external recruitment
• buyer believes recruitment to be expensive
• buyer has had a bad experience with a supplier in the past
• contact may not be involved in recruitment decisions
• buyer may already be happy with their recruitment supplier
• contractual agreement may be in place
• buyer may use job boards or social networking sites

Question 3

What groups can objections be categorised into?

Answer 3

• price
• capability
• vague
• irrelevant

Question 4

What is involved u the positive behaviour toolbox?

Answer 4

• empathy - to express understanding
• probe - to get to the underlying objection
• hypothetical question - to gain commitment and move the discussion forward
• future plan - gaining an agreement on how to move forward

Question 5

What models can be used to handle objections?

Answer 5

• positive behaviour toolbox
• APAC model
• Feel, Felt, Found
• The Onion

Question 6

What stages does the APAC model consist of?

Answer 6

• Acknowledge - recognise that objections raised are serious issues that need to be discussed
• Probe - understand the issue that have been raised and using probing questions to move the discussion in the right direction and understand the reason
• Answer - respond to the objection and dealing with any of the problems identified as a result of probing clearly and efficiently
• Close - can confirm objection has been dealt with and is now closed

Question 7

What are the components of feel, felt, found?

Answer 7

• understand how the buyer feels (empathy)
• other people felt the same way
• what other found (solutions that previously worked)

Question 8

The Onion - What is involved in ‘peeling the onion’?

Answer 8

Assumes that there is an underlying objection that is not given at the outset - you strip away each layer until you find the real issue by continuing to ask about objections until the client says there are no other reasons why not