Responding To Objections

Class Location: The Internet.

Description: This class shows you exactly how to respond to some of the most common objections from hiring managers.

Objective: Land the job!

To be proactive in today’s challenging job market, calling professionals at different companies in your field can often yield you an interview if you handle things correctly. After making your initial presentation, you may receive a response considered an objection statement. Comments like, "Send me a resume," "I don’t have time to see you," or, "Talk to personnel," could be a brush-off. Or you could think of them as opportunities that you can turn to your advantage. If you respond correctly, you could turn that potential brush-off into an interview.

You won’t gain anything by becoming confrontational. Rather, if you understand the other person’s viewpoint and reason for the objection, you can overcome it. Show your appreciation for the person’s situation by beginning your response with a statement like, “I understand,” or, “I see where you’re coming from.” Then continue with, "However," or, "Also consider." These statements put you back in the running. Following are some examples of objections you might receive and ways to respond to turn the situation to your advantage:

• "Send me a resume." Respond by agreeing to do so. Then ask for the person’s title and mailing address. This shows you’re being agreeable and considerate. Then, to further the conversation, ask what skills the person is looking for. Not only will this response open the conversation, but it will allow you to use that information to tailor your resume and draw attention to your skills in the future.

• "I’m too busy to meet with you." Respond to this statement with empathy. Say you understand, then ask a question that continues the conversation. Ask when the person’s schedule is most open, and offer to make things easy by dropping by at a convenient time. You can also use the opportunity to delicately suggest that because the person is so busy, your skills could be especially handy to help relieve his work load. Be sure to show consideration for his busy schedule and present yourself as accommodating and flexible.

• "You need to speak to personnel." Respond by saying you understand, then asking whom exactly you should speak to and which position you should reference. This will help you discern whether there’s really a job opening or the person is just trying to pass you off. The information you receive will help you in your conversation with personnel. Be sure to get the name of the person you need to contact and let him or her know that the company representative sent you.

While you can turn almost any objection into a positive, sometimes you really may not be right for the company. If you get a response like, “We don’t need anyone like you right now,” you’re probably not going to get an interview with the company from this phone call. However, you can still make the call worthwhile. By continuing to be polite and professional, you can either get a referral to another company that might need your services or, at the very least, stay in good graces for possible future opportunities.