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Recruiting tip - Turning the applicant or client call
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, PEER¬LESS, INCOMPARABLE,
TOP-NOTCH, IMPECCABLE, PERFECT, OUTCLASSES, EXCELS, SECOND TO NONE.
Words to
describe unusual skills
UNUSUAL, UNIQUE,
DISTINCTIVE, A RARE FIND, HARD TO FIND
Visa, MasterCard, American Express, and Discover card accepted.
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© Copyright 2006, BlackDog Recruiting Software Inc.
PO Box 3004 Crested Butte, Colorado, 81224
Contact us: go4recruitingsoftware@go4.bz
Phone: 970 349 0364
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