In the process of setting up an appointment with a potential employer, you're practicing the skills of persuasive communications. Preparation plays a key role in that process. Before you call a potential employer for an appointment, for example, you want to be quite sure that you may be successful. You may get a wonderful response: "Sure, I'd love to see you. Why don't you come over at 3:00 so we'll have plenty of time to talk."
But what if you hear: "I'm too busy... Business is terrible... Send me a resume... This is a bad time... We're downsizing here... Let me think about it... Can you call me next month?"
If you're not prepared, you're apt to hang up. And give up. That doesn't get you where you want to be-inside his office. But if you recognize these statements as objections and respond appropriately, you'll meet many more decision makers. And find your job much sooner.
Anyone can be persuasive if you're both in total agreement at the outset. The skill in persuasive communications-in finding a job or anything else-is convincing the other person when there's some difference of opinion. That's a skill you can learn, and the suggestions offered here will help you do that.
What's an Objection?
An objection is a thought which makes the other person hesitate to do what you would like. Most of us are so inundated with requests that we are conditioned to say "no" without really thinking.
Most job seekers assume "no" is a rejection. But you can reframe it, take a good look at it, and perceive it as an opportunity to explain what you can do for them. When you have prepared and practiced, you may actually welcome objections, knowing that they are, in fact, steps toward success. When the other person says he's "not interested" or is "too busy," is he saying: "No, I will not meet you!"? or is he simply saying: "I'm not convinced that I should take my valuable time for this meeting. You must tell me more. Persuade me!" When you think about it, the definition of an objection is clear. An objection is a request for more information.
You Can Overcome Objections Start with a Positive Attitude
How you speak, we've pointed out, is even more important than what you say. That's particularly true in dealing with objections. Your manner must be friendly, respectful, and positive. As you respond to an objection, you may disagree, but you must never be disagreeable, or argumentative. That would end the game. And you would lose.
Use a Proven Method
In addition to your positive, friendly manner, use these five steps:
- Clarify
- Prepare your answer
- Answer
- Stress a benefit of your service
- Close
That's the critical first step. Because we live in a world of misunderstandings, it's essential that you're on the same track as the other person. To do that:
- Listen carefully and respectfully.
- Clarify even when you think you understand. How?
- Restate the objection as a statement or question. Restating also gives you a little breathing time, and helps you determine how serious this objection really is.
- Ask questions. Probe. Be sure there are no misunderstandings.
He: ''Business is terrible."
You: ''Business is terrible?''
He: "Yes, this is the worst season we've had in 10 years."
2. Prepare for the answer.
Before you begin to disagree, find something positive to cushion or soften your response. Acknowledge the objection.
- Be empathetic. Tell him that you understand how he might feel: "Tm really sorry that...
- Agree with him (if possible). "I can certainly agree that the economy could be better..."
- Compliment him (only if it is sincere). "That's a good question" or "That's certainly a good point."
He may answer his own objection if you ask a question. You: "Am I right in thinking that saving money is more important than ever right now?''
He: "Saving money is always important, of course. How could you save me money?"
Note: Questions are always a sign of interest! Listen for them!
4. Stress benefit.
Emphasize how you could benefit him. You: "As I mentioned before, try analyzing the situation at the YYY company and recommend it? In a new approach, I saved them $150,000 last year alone. And they're still using that program. I think I could do something like that for you, but I can't know for sure until we have a chance to get together."
5. Close.
Ask for an appointment. Offer a choice between two options, either one of which is acceptable.
You: "Which day would you prefer, Tuesday or Wednesday?
