查看完整版本: The Art and Science of Making Recruiter Calls

The Art and Science of Making Recruiter Calls

A recruiting call involves 5 phases:
3NT XE:N •        Introduction
'UM*Br#WKg#J •        Probe and Present"{9m\m&gn/E^p`9h
•        Close
9I!kS/x5Ue •        Uncovering Objections^Ib
RU6w
•        Reassurance6xRAM9sKb
How a person uses her/his voice in each of these phases is very critical to the performance of each phase.  The figure below is a checklist for evaluating voice techniques
7`o*]J1n^9m.w
qU3rP7f3jj4S(s)N [b][color=Purple]Turning the Call[/color][/b] N]{3D!g%i}$U_M
When a salesperson (recruiter) makes a call and gets an objection to the initial proposal, there are good ways and bad ways to handle what happens next.  Good ways fall into the following:;Y,Rn X'H
[b][color=Purple]Factual Denial (Misinformation). [/color][/b] Headhunters can't help me. 'You're right.  What you may not know is....'
#a"r~+a}-z;CD+D [color=Purple][b]Rephrase a question and answer it.  [/b][/color]'I see, so what you're asking is....'
4J6C,\R3E-N#\9P [b][color=Purple]Yes, but (and). [/color][/b] 'Yes, headhunters are a problem and....'
F
]p5y2G [b][color=Purple]Yes and (get to thicker ice). [/color][/b] 'Yes, headhunters are very expensive and we have to produce; otherwise no one would use us....'
/Ci7f})j;e0gE [b][color=Purple]Compliment and move on. [/color][/b] You're all alike.  'You're absolutely right; I can see you know about the recruiting business.  You probably know the break-even point where it is justifiable to use headhunters.'
N
^B!E]V-t [b][color=Purple]Lower the commitment. [/color][/b] 'I can understand your reluctance to use too many agencies.'
8^q[,s(tT [color=Purple][b][color=Purple]Panic Button.  'I [/color][/b][/color]understand (restate objection)....' and at the same time present benefits.
U/~\*i;_2z,Qn [b][color=Purple]Feel, Felt, Find.  [/color][/b] 'I understand how you feel; many have felt the way you do; what they find is....'