Historically, salespeople 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. 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 make guiding suggestions, professional recommendations, and 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 our candidates and clients when they have an incomplete or inaccurate perception about us or our services.