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:

• Factual Denial (Misinformation). Headhunters can't help me. 'You're right. What you may not know is....'
• Rephrase a question and answer it. 'I see, so what you're asking is....'
• Yes, but (and). 'Yes, headhunters are a problem and....'
• Yes and (get to thicker ice). 'Yes, headhunters are very expensive and we have to produce; otherwise no one would use us....'
• Compliment 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.'
• Lower the commitment. 'I can understand your reluctance to use too many agencies.'
•  Panic Button. 'I understand (restate objection)....' and at the same time present benefits.
• Feel, Felt, Find. 'I understand how you feel; many have felt the way you do; what they find is....'

Turning the call with words

The Tools of the Recruiter Recruiters have many tools at their disposal: the Recruiting Software, the Internet, phones, PDA's, resumes, reference materials, client and applicant databases, etc. But all of them pale to the most powerful tool of all: WORDS! Knowing them and when and how to use them is key for any successful recruiter. They will make the difference between failure and unbelievable success! Since recruiters primarily rely on the phone, they have a bigger challenge in creating memorable conversations and their skills as a wordsmith must be above average.

Words to describe a lot of a particular skill

ENORMOUS, TREMENDOUS, MASSIVE, IMMENSE, SIZABLE, SUPER, ABUNDANT, STUPENDOUS, RICH, GENEROUS, TOWERING, GREAT, PRODIGIOUS, SUBSTANTIAL, VAST, UNLIMITED, LOADED WITH, NUMEROUS, COUNTLESS, LIMITLESS, PLENTIFUL, AMPLE.

Words to describe a thorough person

COMPREHENSIVE, A TO Z, IN-DEPTH, EXHAUSTIVE, LEAVES NO STONE UNTURNED, PANORAMIC, SWEEPING, DETAILED, METHODICAL, ANALYTICAL.

Words to describe someone's personality

HARD WORKING, PROFESSIONAL, CREATIVE, INNOVATIVE, ENTERTAINING, LIVELY, VIBRANT, VIVID, STRIKING, ARRESTING, CANDID, FASCINATING, INTRIGUING, INCISIVE, ROUSING, HEADY, EXPLOSIVE, OVER-WHELMING, DRAMATIC, ENGROSSING, SENSATIONAL, ASTONISHING, MESMERIZING, ELECTRIFYING, BOLD, IMAGINATIVE, EXHILARATING, CHALLENGING, COMPELLING, DYNAMIC.

Words to describe a person as experienced in a specific area

 TALENTED, ACCOMPLISHED, AUTHORITATIVE, PROFESSIONAL, ACE, SOLID EXPERIENCE, SKILLED, GIFTED, VIRTUOSO, INGENIOUS, COMPETENT, PROFICIENT.

Words to describe a person as being very good at something

 MAGNIFICENT, DAZZLING, SPLENDID, SPECTACULAR, ELEGANT, FANTASTIC, AWESOME, STRIKING, REMARKABLE, GREAT, TERRIFIC, STUNNING, INCREDIBLE, AMAZING.

Words to describe someone as being honest

TRUTHFUL, CANDID, FRANK, SINCERE, STRAIGHTFORWARD, FORTHRIGHT, UP FRONT, INTEGRITY, OPEN, DIRECT, GENUINE, JARGON-FREE, REPUTABLE, RELIABLE, A CRITICAL EYE.

Words to describe someone working in a very important area

CRITICAL PATH, INVALUABLE, ESSENTIAL, IMPORTANT, SIGNIFICANT, CRUCIAL, CRITICAL, VITAL.

Words to describe how someone performs a certain job

EXPLOSIVE, DYNAMITE, OVERWHELMING, HIGH-POWERED, INTENSE, MIGHTY, DYNAMIC, FORCEFUL, HIGH-VOLTAGE, UNYIELDING, UNRELENTING, TITANIC, MASTERFUL, COMMANDING, COMPELLING, VIBRANT, STAGGERING, RIVETING, STUNNING, NEVER LETS UP, VIGOR, ENERGY.

Words to describe someone as reliable

NO-NONSENSE, PRACTICAL, STRONG, RUGGED, HEAVYWEIGHT, TOUGH, DURABLE, DEPENDABLE, GETS THE JOB DONE SOMEHOW, SOUND, TRUSTED, UNSWERVING, FAITHFUL, FIRM, STABLE.

Words to describe the results of someone's work

 RAISES, LOWERS, PROVIDES, RESTORES, REVITALIZES, PROTECTS, STOPS, REDUCES, CREATES, CORRECTS, FIXES, CUTS THROUGH, EFFECTIVE, PAYS OFF, DOES MORE WITH LESS, BUILDS MOTIVATION.

Words to describe someone as being superior to the field

FIRST CLASS, BRILLIANT, EXCELLENT, ELITE, DISTINGUISHED, TOP-OF-THE LINE, UNBEATABLE, TOPS, MATCHLESS, UNRIVALED, UNPARALLELED, PEERLESS, INCOMPARABLE, TOP-NOTCH, IMPECCABLE, PERFECT, OUTCLASSES, EXCELS, SECOND TO NONE.

Words to describe unusual skills