The Art and Science of Making Recruiter Calls

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A recruiting call involves 5 phases:
•        Introduction
- B4 E- w, u( ^! N$ v, k# }9 N•        Probe and Present
•        Close
5 L( w2 r1 K/ h7 q4 ?•        Uncovering Objections
, \" P: }& l% Q•        Reassurance
. ]. _5 l/ b4 n7 w8 B5 \5 t: G) MHow a person uses her/his voice in each of these phases is very critical to the performance of each phase.  The figure below is a checklist for evaluating voice techniques
4 r! K+ B4 O2 J2 J. V
8 G: k- W3 f; G- F; h& ETurning the Call
4 N, T' {! w" N; l+ H# s1 TWhen 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:
# `9 _, z. Q* I$ d$ |6 K4 @Factual Denial (Misinformation). Headhunters can't help me. 'You're right.  What you may not know is....'
3 `! q) g1 n, w% F( Z- |! TRephrase 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....'
: {. f( P7 Y* Z; rCompliment 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.'
# }. [5 i# p, A" _8 cLower the commitment. 'I can understand your reluctance to use too many agencies.'
3 J3 y+ ~! F9 X% T1 s9 H6 JPanic 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....'