Over the years Danny has provided the recruiting industry with cutting edge
rebuttals to some of the hardest objections. Not just basic rebuttals, but for
the more daring, creative and gutsy rebuttals that, when delivered with the
proper tone, can not only defeat the objection, but create the differentiation
that we all crave.
In addition to reading and printing
key scripts and rebuttals, now members can listen to the delivery by clicking
and downloading pre-recorded role-plays.
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| Candidate Management |
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| "I Accept... But I Need to Give Three Weeks Notice"
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| | “I will need three weeks. The guy who is taking my place will need more than two weeks training, and my conscience won’t let me leave them in a bind.”
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| Counter Offer-What if the company pulled out?
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| | To be used right before final interview.
Ok, you are going in for your final interview. Assuming all goes well, you may have an offer by the end of the week. What if you accepted the job on Thursday and next Monday the company (your client) called you and said another candidate came in and interviewed.
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| I Have A Non Compete
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| | Use this response when you hear someone use the objection - I Have a Noncompete - as their reason for not moving forward
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| I Need To Go On This Other Interview Out Of Professional Courtesy
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| | "Honest, I'm taking your job, but I need to go on this other interview out of professional courtesy."
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| I'm not going to take a counter offer, BUT they have asked me to go to dinner. I feel like I owe it to them.
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| | "Going to dinner is a suggestive act. It suggests you are open to a counter offer. You told me you don’t want one. Were you lying?"
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| Setting Expectations For Counter Offer
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| | Now, it's also part of your Onboarding process to manage counter offer expectations. But the way most of you are doing it is just too crude and too redundant.
Meaning your saying for the umpteenth time, "Remember we talked about the counteroffer? You're not going to take a counteroffer, are you?"
And at some point they are going to say, "How many times are we going to have to talk about this?"
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| What's Your Price Close
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| | OK, you're going to give notice. Trust me, it may happen at this meeting or a few days later, you're going to get the big counteroffer we talked about. Let's just be honest. You've got a number.
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| You're Going to Lowball Me
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| | Get straight fast with this reasonable response.
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| Client Management |
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| Following Up on an Emailed Resume
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| | How to go about following up emailed resumes.
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| I'm Not Very Excited About This Resume
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| | "Let me ask you something. If you had two candidates waiting to see you in your office, one has an outstanding resume, and the other has achieved all the results you are looking for, which would you want to hire?"
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| They Love Your Candidate - The First They Have Interviewed, BUT
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| | When client wants to wait for more interviews.
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| We Already Know the Candidate
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| | What to say when they "already know of the candidate."
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| We Want to Make the Offer Ourselves
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| | What to say when they want to make the offer themselves.
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| Your Client Likes Both Your Candidates
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| | What to say if your client likes both candidates.
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| Marketing |
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| Don't Solicit Our People
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| | HR tells you, "Don't solicit our people."
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| Fake It Until You Make It
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| | Every time I have recruiters in my office I always get the same question. We all like to hire young people right out of school to do this job, and then they get on the phone and the hiring authority says to them, "How old are you? How long have you been doing this?" and we panic, because we feel like imposters.
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| I Have No Openings
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| | Five approaches to "We have no openings."
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| I Only Pay X% - Not What You Charge
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| | And they know this is not our standard fee!
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| I Only Promote from Within
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| | You're told, "I don't need you. I only hire at the entry-level, then promote from within."
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| Lay-off - It Just Happened
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| | A lay-off?
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| Other Firms Charge Less
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| | But... "There’s more business down the road if you discount your fee."
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| There's More Business Down the Road if You Discount Your Fee
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| | But... "There’s more business down the road if you discount your fee."
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| Vendor List Blues
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| | So what if you are not on their vendor list...
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| We Don't Use Agencies
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| | Don't simply say "OK" and move on...
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| We Want A Longer Guarantee Period
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| | "That's an interesting request. What sort of problems are you having with turnover? [Follow up question] Are the problems choosing the right people or an inability to keep people from leaving once they start?"
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| We Work with Another Agency Exclusively.
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| | Two responses to "We work with another agency exclusively."
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| We're running an ad/posting on the Net.
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| | Three responses "We’re running an Ad/Posting on the Net."
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| When a prospect wants a lower fee or says they have someone that can do it for a lower fee
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| | (Remember, clients take pride in the ability to negotiate, theirs and yours!)
When a prospect wants a lower fee or says they have someone that can do it for a lower fee:
“Let me ask you something, did they come in at 20% or did you have to talk them down?”
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| Why Wouldn't Your Candidate Just Apply To Us Themselves?
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| | “So why wouldn’t your candidate just apply to us themselves?”
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| You Must Go to HR
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| | Three ways to respond when you hear "You have to deal with Human Resources."
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| Your Fee is Too High
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| | Four responses to "Your fee is too high."
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| Recruiting |
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| Change Is Unnatural
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| | "I want you to just tell me off the top of your head. Think about candidates that make job changes. Why should a candidate make a job change? More money, ok. Keep going. Location, security, opportunity for advancement, benefits, ok, stop. So I'm at a company for five years. I'm doing very well. Recruiter calls me, sends me out on a job, I get a 5-10% raise.
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| How Did You Get My Name?
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| | Three ways to engage this objection.
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| I Can't Refer You To Anyone, No One I Know Is Looking
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| | "I wouldn't want them if they were. Year in and year out, 80% of our placements are with candidates who thought they were content until we spoke. Who were you thinking of?"
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| I Don't Know Anybody
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| | "That's the saddest thing I ever heard. I'll hold on, you tap the person on the shoulder next to you, AND INTRODUCE YOURSELF!! (pause) Seriously, you do know people, you just don't trust me and I don't blame you. Let me tell you about myself and my company…"
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| I Get These Calls All The Time
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| | Four ways to pivot off this common Fear of Change objection.
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| I Know Someone But Let Me Call Them First
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| | "Great, and what will you tell them? (pause here) With all due respect, you can't sell this opportunity as well as I can. I would appreciate the chance to speak with them directly. Who were you thinking of?"
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| I'm Happy Where I Am
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| | Three ways to keep the conversation going with the happy.
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| I'm Not Looking
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| | Three ways to get beyond this objection.
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| I've Heard Bad Things About the Company
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| | Three ways to handle a classic push away objection.
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| Sure I'll Give You Some Referrals, but.. How About a Finder's Fee?
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| | Two difference scenarios for responding to this objection when you ask for referrals.
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| That Position Is A Step Below Where I Am Now
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| | "I can understand that. I realize that I'm catching you cold. I needed you five years ago. Think of this as a chance to help someone that is as sharp now as you were then get ahead in their career. Who do you respect enough to want to help?"
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| The Job Sounds Good, But I Want to Think About It
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| | Four ways to short circuit this delaying objection.
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| What Does the Job Pay?
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| | When they ask, “How much does the job pay?”
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| What Have You Got?
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| | An effective response to this common candidate question.
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