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Objection Responses
 Recruiters: The Real Secret to Mastering Objection ResponsesBy Carla CrossCarla Cross Seminars, Inc.One of the biggest concerns recruiters have-even seasoned, experienced recruiters-is answering objections. They are fearful that they won't know the 'magic words' to say when the recruit throws them an objection. In fact, it's such a fear, causing such anxiety, that managers unwittingly avoid situations where they may get an objection! This causes them to avoid making a contact (and usually that first contact) with some candidates who may be looking for them right then! (I've found this out firsthand in coaching managers. They will give me very creative excuses regarding why they can't make those recruiting calls. I'm starting to think that they just need to be that clever in making the calls, instead of avoiding the calls!) You know good agents are the biggest key to your profitability. So, it's extremely important to your company bottom line that you learn the communication skills necessary to handle those objections. Now, I don't want to disappoint you. This article isn't about giving you all the right answers. That's not the most important aspect to answering objections (but you thought it was!). Here's the principle:It's not the answers that allow ... more

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