A Different Approach to Navigating Candidate and Client Resistance

Historically, recruiters have referred to client and candidate resistance as “overcoming objections.” This language sets the stage for the wrong type of relationship. No one wants to be “overcome.” People do, however, want to be listened to and responded to in a real and authentic fashion. This is the topic of this session by Rob Mosley of Next Level Exchange

Resistance is a normal part of making business decisions and the approach you take in responding will differentiate you from other recruiters in the marketplace. Every time a candidate or client has resistance of any form, it is your moment to build a bridge of trust and value in the relationship. This is exactly why resistance is a necessary (and even essential part) of the sales process and should not necessarily be viewed as an obstacle. It should, however, be viewed as an opportunity to influence, inform, and guide your candidates and clients when they have an incomplete or inaccurate perception about recruiters or your services.

When you attend this dynamic and interactive recruiting consulting program, you’ll learn how to:

—Explore the most common types of resistance early in both client and candidate relationships
—Challenge your paradigm about resistance: it’s always an opportunity to build a bridge of trust
—Guide the dialogue and respond more effectively to initial candidate and client resistance
—Probe beyond the obvious to better understand what is behind the resistance
—Recommend the most effective next steps from your complete understanding of their resistance

To learn more about Rob Mosley click here!