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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| Candidate Debrief - A Key First Question
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| | A key question to open your candidate debrief.
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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 looked on Salary.com and it says the median for this position is $X
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| | You need to get used to this mantra:
"The difference between online salary surveys and the salaries companies pay is the same as the difference between Blogs and Journalism."
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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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| No Concrete Reason to Leave
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| | When you are working with a candidate that does not have a compelling reason to leave their existing company, it is important to find out the underlying "pain" before they get too far into process or you are opening up yourself to a large counteroffer risk.
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| The "I Cover My Jobs" Speech
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| | When the candidates ask: "How are you different from other recruiters?"
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| The Breakup Analogy
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| | There are 2 types of Breakup.
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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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| HR is furious I went around them
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| | Does the “business version of make up sex” bring you guys closer? Or does she repeat the pattern? If she does, and the hiring authorities don’t respond when you go around her, time to abandon the client.
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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've done a lot of business this year, we want you to take less money
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| | “I have to tell you what makes this business endlessly fascinating to me is the daily dose of irony we all experience. When I got your email, I was literally writing YOU an email..."
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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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| 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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| I’ve got an HR Recruiter working on it with social networking and online job boards.
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| | Several responses to "We’re running an Ad/Posting on the Net."
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| Lay-off - It Just Happened
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| | A lay-off?
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| MPC Script
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| | Proven candidate marketing script.
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| NOT: Do you have any needs?
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| | Danny did a well received webcast on Working Higher Level Jobs! From that webcast some great new marketing approaches emerged! Here is one alternative to the all too common recruiting question:
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| NOT: I know there are a lot of people out there
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| | Danny did a well received webcast on Working Higher Jobs! In that webcast, Danny talked about the danger of commiserating with prospects. He suggested a different mindset...
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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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| Rain Man Close or Varying Comp Close
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| | Preempting the fee objection when you get comp information.
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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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| We are on a Hiring Freeze
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| | There is no such thing as an absolute hiring freeze. You just have to know that and, call them on it, and demand the opening they're holding.
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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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| 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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| You need to call HR and get on our approved vendor list
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| | The key lies in your ability to qualify the job order, to ascertain whether the “fierce urgency of NOW exists.”
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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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| | Three ways to pivot off this common candidate 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 when a candidate is happy where they are.
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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...
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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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