Objection! Overruled? No, not quite the right tack. Learn the 2 categories of objections you may encounter, the 5 points to being a phenomenal listener, the 3 best times in the process to handle an objection, and how to identify a stop sign vs. a speed bump.Discover what sets ThinkingAhead apart, hear stories from recruiters, and browse opportunities by clicking here.
Full Episode
Hi, this is Stephanie Moss. Welcome to today's Talent Trade. Today, I am going to talk about one of my all-time favorite topics. Today's topic is the idea of handling objections, although I don't love the word objections. In fact, I've heard other things, recruiting resistance, pushback, or whatever the case may be.
I personally haven't found a term that I'm completely in love with yet, even though I don't have the perfect term. The idea today is we are going to talk about when you get in a mode where you are approaching either candidates or prospects for potential business, How do we handle pushback?
I will say that having spent the last 24 years plus some years in college in sales, objections were always something that mentally were like, they fell into one of two categories. I am very non-confrontational. Now, if you know me, that might surprise some of y'all. I've learned through the years how to confront when needed, but much prefer setting boundaries so I never have to confront.
So in sales, I typically find people have one of two mentalities when it comes to objections. They either want to bulldoze them and shut them down, annihilate them. They just have this really aggressive approach. Or they're more like me where they kind of want to pretend like they don't exist because we get super uncomfortable when we think we're facing some resistance in a conversation.
I'm going to say about maybe 15 years ago, I got introduced to a different way, a different mentality, if you will, thought process of working with conversation resistance. And that's what I want to share today. The second part of today is going to focus on not the how we handle this, but rather when do we handle this?
We here at Thinking Ahead have been using this pretty religiously, and it's made a significant impact, not only in the quality of the work that we do and how we serve others, but I think it's also really helped us have a healthier mindset when it comes to conversation resistance. So let's dive in. First and foremost, you've got to get in the right mentality.
When it comes to handling conversation resistance, what we have to understand is this is really an opportunity for us to put others at ease, put our listening caps on and be sophisticated enough to navigate a conversation in a way that is productive.
let me take the mystery out of all of this first and foremost you have probably heard me say good recruiters are good listeners great recruiters are phenomenal listeners and this is one of the first opportunities we have to really show what incredible listeners that we can be this is often where trust and true rapport not hey how's the weather how are the kids but very sincere rapport can be built
And that is when we come up against conversational resistance, how we handle it. And the key is handling it through the science of listening. There are five points to being a phenomenal listener when it comes to handling conversation resistance. It spells out the acronym CONVERSATION. Laces. L-A-C-E-S. I'm going to break it down and then we'll give some real world examples. Laces is listen.
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