You may not have the specific degree or particular experience, but you do have compensating assets. Don't assume that the hiring authority will be able to find the "perfect" person.
Being mature and out of the work force for many years are both objections facing many women who have opted for full-time motherhood. When they return to the labor market, they may also face new requirements for the very same job that they had done well in the past. That was Suzanne's experience. She had worked as a rehabilitation counselor before she took 10 1/2 years to raise her children. When she applied for the same kind of position in 1990, she was confronted with a new hurdle.
''Most companies wanted CRC (certified rehabilitation counselor) after your name. Since I didn't have that, I was eliminated from consideration for the same kind of work I had done years ago."
Fortunately, Suzanne was able to convince her current employer that her experience, discipline, and self-motivation more than compensated for not having the CRC certification.
Turn ''Negatives' into Positives
Judy was another mother who returned to full-time employment. She took 14 years off to raise her children, earn her MBA, and decide on a career change (from sales and marketing in the telecommunications field to finance). When she applied for a position at a major bank, she confronted the age issue head on.
"Obviously, I'm more mature than some of my peers here and that's good. We've raised three children and my family is complete, so I won't he taking pregnancy leaves. We've organized our household efficiently and know the difference between serious problems which need attention right away and less important things which can wait. I just completed my MBA, which means that my education is current and you won't have to pay for it. Now I can devote myself to this job."
After she was hired, Judy asked her boss if her age had been a concern. He conceded that they had wondered about it, but because she approached it so positively, it became a non-issue.
By tackling the objection at the outset, you can neutralize it. Follow Judy's example and turn all the facts about you into benefits for them-and you'll get the job too!
When Can You Overcome Objections?
Stop worrying that they'll discover your "weakness". Prepare. Then relax. You can often decide when, if ever, to deal with the objection:
- Before it comes up
- Now
- Later
- Never
If you keep hearing (or sensing) the same objection again and again, you might start with it and get it out of the way. For example, if you have little work experience or think you look too young or too old:
"Mr. Wonderbread, we've talked on the phone. But this is our first meeting. You may be thinking that I look too young to take on the kinds of responsibilities you've listed in your ad. After we've some time to talk and you know more about what I accomplished at the Lumpy Mattress Company, I think you might agree that I'm the right person for this job."
If you're at the other end of the age spectrum, you could start with Judy's approach or:
"You can see, Ms. Rye, that I'm over 29. Fortunately, I enjoy excellent health and I keep very fit by (swimming… - joking..., aerobics-whatever you actually do). In fact, I didn't lose a day of work because of illness during my 14 years with Lumpy.
"As I understand it, you need someone in this position who can manage conflicts. I'm sure you want a mature person you can rely on to do that well, isn't that right? When I became general manager for Lumpy, I was able to resolve several long-standing disputes and negotiate settlements that saved us $90-$ 100,000 a year. That's the kind of person you're looking or, isn't it?"
Now:
"Although I wasn't able to complete my college requirements before I started at Lumpy, I've enrolled in two evening courses this semester. So I'II be able to work full-time and get my degree by next June. That satisfies your educational requirements, doesn't it?"
You can offset some objections, like lack of education and experience, by engaging in that activity right now. If your computer skills are not quite up-to-date, you can remedy that by taking some courses. No experience writing press releases? You can do that as a volunteer for a nonprofit organization.
Later
You may want to postpone your answer until you get more information. For example: "I'll be glad to explain that (the lack of degree or the "spotty" work history) in one moment, but first, may I go ahead with this thought about the software you are using?"
Never
Although you must be very careful not to offend the prospective employer, you might not "hear" the problem and just keep emphasizing how you will benefit them. The objection may never be raised again.
