Anticipate Objections
WHAT I KNOW TO BE TRUE…
Objections are buying signs; they are a request for more information. Interviewing is a sales process. In sales you must overcome at least three objections from every prospect!
It is important to know objections are buying signs, a request for more information. There are four kinds of objections:
1. Personal (your personality, attitude)
2. Postponement (delay tactic)
3. Price (salary/benefit issues)
4. Service (your skills/experience)
If you know what kind of objection you are given, you can easily overcome the objection. If you’ve received objections that you have not been able to overcome in the past, write down what type of objection you received.
Examples of objections:
Number 1 – “I need someone with a higher energy level” This is a PERSONAL OBJECTION – you are coming across too laid back.
Number 2 – “I will get back to you when we have interviewed all candidates” This is a POSTPONEMENT OBJECTION – to delay a decision.
Number 3 – “I’m not sure we can meet your salary requirements” This is a PRICE OBJECTION – they can’t meet your salary demands.
Number 4 – “I’m looking for someone with more experience” This is a SERVICE OBJECTION – they are questioning your skills.
When you get an objection, this person wants you to overcome their objection and give them a reason to hire you. They are requesting you to give them more information. Let’s use the four objections just outlined as examples.
OBJECTION Number 1 “I need someone with a higher energy level”
SUGGESTED ANSWERS
- That is why I was so valuable to my past employers. My performance reviews and references all refer to my high energy level.
- I don’t have much interviewing experience and I think my nerves might be masking my high energy level and hard work ethic.
- If you asked my past co-workers to describe me, they would say I was highly energetic.
- I may not come across as a person with high energy, but I’ve always been able to outperform my co-workers because of my focus and hard work ethic.
OBJECTION Number 2 “I will get back to you when we have interviewed all candidates”
SUGGESTED ANSWERS
- Can you tell me how I rank among the candidates you have interviewed?
- Do I have the skills and experience you feel would qualify me for this position?
- When would it be appropriate for me to follow up with you?
- What is your target date to hire?
You then build off the answers to these questions to sell yourself.
OBJECTION Number 3 “I’m not sure we can meet your salary requirements”
SUGGESTED ANSWERS
- I’m going to look at the entire package, salary, benefits, etc.
- I listed my salary as negotiable. What is the salary range for this position?
- I’m extremely interested in working for your company and my salary requirements are flexible.
- Do I have the skills and experience you need?
OBJECTION Number 4 I’m looking for someone with more experience”
SUGGESTED ANSWERS
- I have been able to obtain 5 years of experience in my 3 years because of the additional responsibilities placed on me very early in my career.
- Do I have the skills and attitude you need?
- I am very interested in working for your company, and I’m extremely confident in my abilities to perform the tasks of your opportunity.
When you overcome objections, you have greatly increased the possibility of you getting a job offer. Remember, objections are requests for more information.
Take a moment to write down objections you have received in past interviews and then write down an effective statement that will overcome those objections.
