The Art and Science of Making Recruiter Calls
A recruiting call involves 5 phases:- {3 X% h8 _ [6 l% t' G4 d
• Introduction% r7 Q' F: y! k9 j* ^. e4 d3 ~
• Probe and Present
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• Uncovering Objections- R4 k, r* ?' k/ t" U6 X/ {
• Reassurance
8 P( b5 U$ A. L) |" p6 tHow 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
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Turning the Call
5 T1 [2 B( H( \+ JWhen 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:" @) U9 V7 d0 d7 y
Factual Denial (Misinformation). Headhunters can't help me. 'You're right. What you may not know is....'
) ]- P! d3 J e+ S& ^8 {7 @Rephrase a question and answer it. 'I see, so what you're asking is....'
' C0 s6 f: J5 K) Q& k4 v H! wYes, but (and). 'Yes, headhunters are a problem and....'
; t( f! T- O( _Yes and (get to thicker ice). 'Yes, headhunters are very expensive and we have to produce; otherwise no one would use us....'
3 x+ {+ L$ U4 p, N8 gCompliment and move on. 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.'$ E& `$ Y9 ~& d* q) T8 z
Lower the commitment. 'I can understand your reluctance to use too many agencies.'
8 |8 `6 B% }; ^( n2 HPanic Button. 'I understand (restate objection)....' and at the same time present benefits.) r; ?* q/ S; V
Feel, Felt, Find. 'I understand how you feel; many have felt the way you do; what they find is....'
