ANTICIPATE OBJECTIONS
It is very important that during your interview process you anticipate future objections. Candidates will reveal their concerns or apprehensions if you just give them the chance. Pay special attention to their questions. Without realizing it, their questions often reveal their priorities as well as their concerns about your opportunity.
The job market is currently candidate driven, which is why it is so important to anticipate and overcome objections during the interview process. It’s very important to realize an objection is a request for more information or a buying sign. There is only one type of objection you can’t overcome and that is silence.
There are four types of objections: personal, price, postponement and service
When you determine the type of objection you are receiving, it helps you focus on an appropriate answer.
Personal objections - the candidate may have heard something about you or your firm
Price objection - this will be directed at your salary offer and benefit package
Postponement objection - often this candidate has a fear of change
Service objection - they have some problem with the type of services your firm offers
The bottom line….if you want to be the company who attracts top talent, you need to sharpen your abilities to overcome any objections that surface during your interview process. As the job market continues to tighten up, this skills set will help determine how many offers are accepted, without hesitation.
It would be a great exercise to write down all the objections you receive and then figure out three different approaches you could take to overcome each objection. There is nothing more effective than preparation!
Barb Bruno, CPC
