The Art and Science of Making Recruiter Calls

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A recruiting call involves 5 phases:
% P/ c+ T7 ?* J6 Y5 b  P6 t! L•        Introduction
1 h% O+ K% ]1 M& J% l+ i% P•        Probe and Present
•        Close
3 v! Y! J0 k; u' D( [$ K) M+ C•        Uncovering Objections
•        Reassurance
0 R6 S' j2 K/ r, }; O7 RHow 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
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Turning the Call
& i. H6 S4 t) K" Y3 J/ ?1 c8 @When 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:
Factual Denial (Misinformation). Headhunters can't help me. 'You're right.  What you may not know is....'
1 p7 c( S' ^# ]+ a5 }Rephrase a question and answer it.  'I see, so what you're asking is....'
& q' w% m6 i; R# K- A3 HYes, 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....'
Compliment 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.'
0 L; M4 Z8 w, u6 l$ @  P0 h$ SLower the commitment. 'I can understand your reluctance to use too many agencies.'
* ]0 I8 H" V5 I. WPanic Button.  'I understand (restate objection)....' and at the same time present benefits.
. F' I) S/ `' SFeel, Felt, Find.   'I understand how you feel; many have felt the way you do; what they find is....'