These are the Nine objections that you give to people when they ask about your job hunt.
This is a great opportunity for you to review your current job hunt approach.
(This list is presented elsewhere in other contexts. I love this list.)
Nine Objections You Must Answer:
1. Unspoken Objections
The first type of objection you will get is an unspoken objection. The customer has concerns with your offering but doesn’t tell you anything. He or she nods and listens to you, but you get no feedback to tell you where you are or how you are doing.
The solution to unspoken objections is to let the prospect talk more. Ask open-ended questions, lean forward, and listen intently to the answers. The more a prospect has an opportunity to answer your questions, the more likely it is that she will tell you exactly what might be holding her back from buying.
You need to ask your self the hard questions that most others won’t.
Why haven’t I got a job yet?
What am I waiting for to move ahead?
Ask yourself the kinds of questions you would ask your child when you want him or her to get some self insight. Be tough on yourself. Nobody has to know the answers. The unspoken objections is why you are still looking for a job.
2. Excuses, Excuses
The second form of objections is excuses. These are usually instinctive reactions to any sales approach.
“We already have all we need.”
“We are really not interested at the moment.”
These are just excuses. They are really not serious. The best salespeople nod, smile, agree, and then ask a question to take control of the conversation. The very best way to handle any initial sales resistance, including excuses and impulse is with these words: “That’s all right. Most people in your situation felt the same way when I first called on them. But now they have become our best customers, and they recommend us to their friends.”
This response immediately shifts the focus of the conversation away from your product and onto other satisfied customers. It almost invariably triggers the response you want: “Oh really, What is it, then?”
Excuses for the job hunter include -
I have sent out resumes.
I “Click and Apply” everyday.
There are no jobs out there.
The economy is tough.
Everybody is looking for a job.
There is too much competition for a job.
They are not accepting resumes.
These are all excuses.
3. Malicious Objections
Then there are the malicious objections. Because you call on many different people, you will occasionally call on individuals who are unhappy or angry about their current situations. Since they cannot shout at their bosses or spouses, they take it out on the friendly salesperson. These people tend to be negative in their demeanour and behaviour. They criticize your product or compare it unfavourably to those of your competitors. They sometimes imply that you charge too much or that your product is not pf particularly good quality.
The way to deal with malicious objections is to realize that you are not the target. The person you are talking to has problems of his own that have nothing to do with you. You are just caught in the emotional crossfire between him and other factors in his life. You job, as a professional, is to remain calm, confident, positive, and polite throughout. Very often this behaviour on your part will soften the negativity of the prospect and eventually encourage him to open up to you.
This is you when you respond with anger or frustration to people who ask about your job hunt. Instead use their queries to help you find your own excuses or to see if you are really covering every possible opportunity in your job hunt. If you don’t have a job, then you are not doing everything that you possibly can.
4. Requests for Information
The fourth most common objection is a request for information. This is the best type of objection for you to hear, because you know how to answer this as well or better than any other part of your presentation.
Whenever a prospect asks for information about the results or benefits she will get from your product or service and how she can get them, you are moving into excellent field position to make a sale.
Use all your objection-handling skills. Welcome the objection. Compliment the person for asking the question. Thank her for bringing it up. And then answer it completely, ending with, “Does that answer your question?”
Look for requests for information when you are responding to people with “I don’t know.” or “I haven’t tried that.” it means that there are gaps in your knowledge. Look for the gaps and look for experts to help you fill the gaps.
5. Show- Off Objections
Another type of objection is the show-off objection. Sometimes prospects try to show you how much they already know about your product or service. They make sophisticated observations or ask you complex questions about your product, service, or industry.
When this happens, respond by taking the low road. Show how impressed you are by how much the prospect already knows. Dominate the listening and let the prospect dominate the talking. Be conciliatory and polite. Remember, when you make a prospect feel important by listening to him with rapt attention, he is much more likely to warm up to buy from you.
This is when you are responding with all the process things you are doing. If you say, I sent off 30 resumes yesterday, you are showing off. If you say, I have called 12 people and my response rate is 30% and I am working on my script to move it to 50%, then you are not showing off. The difference is what you are doing and where you are headed.
6. Subjective Objections
The sixth most common type of objections are subjective or personal objections. These objections are aimed at you as a person. Prospects say things such as, “You look like you are doing pretty well in this business.” Or “You seem to be making a lot of money selling this product.”
Whenever a person becomes critical of you, it could be a sign that you are talking too much about yourself. The prospect is attempting to bring you down a little bit by criticizing your appearance or behaviour.
When you find yourself talking too much about your company, your product or service, or your personal life, stop and ask a question. Start talking about the customer rather than yourself. Ask questions about what the customer wants and needs. Make the customer the Center of attention, and the subjective objections will stop.
This is you when you say, “I don’t have enough experience”, “I am not smart enough”, etc.
7. Objective Objections
You may also hear the objective or factual objection. These are directed at your product offering and the claims that you make in terms of what it will do for the customer. The prospect may say, “I don’t think that it will do the job that we require.” Or “It looks good, but it’s not satisfactory for our needs.”
If you can answer an objective objection, you can often get the sale. The very best way to do this is to provide testimonials an other proof that make it clear that your product will do what you say it will. Assure the prospect that she will get the benefits that you promise and you have just made it easier for her to buy from you.
These are the best objections. For example, “I don’t know XYZ methodology.” This is a problem you can start solving today. Take a course, buy a book, do something to fill the gap.
8. General Sales Resistance
The eighth most common form of objection is what we have called general sales resistance. This always occurs at the beginning of a presentation. Until you neutralize the general sales resistance, the customer will be listening to you with a closed mind.
Lower initial sales resistance by using the approach close. Say, “Mr. Prospect, thank you very much for your time. Please relax. I’m not going to try to sell you anything today. All I want to do is ask you some questions and see if there is some way that my company can help you achieve your goals in a cost-effective way. Would that be all right?”
When the prospect relaxes and gives you permission to ask him questions, you immediately begin your preselected open-ended questions to qualify the prospect and find out what he really needs that you can provide for him.
This is you when instead of calling for an informational interview, you go out for coffee.
9. Last-Ditch
The final most-common objection is called the last-ditch objection. You have make your presentation, and the prospect clearly sees how she would be better off with your product or service. She knows and understands what you are selling and how much you are asking. She is on the verge of making a buying decision, but she still hesitates.
“How do I know I’m getting my money’s worth?” she might say. Or “Are you sure this is the best deal I can get?”
Listen with respect; then assure the prospect that yours is an excellent product or service, at a good price, and that everyone else who is using it today is very happy with their decision. You have then overcome the last-ditch objection.
This is you when you say, “They are probably not hiring.” without checking the facts.
These 21 Job Hunter Success Tips have been adapted from articles by Brian Tracy.
Brian Tracy has over 40 books, CDs, and DVDs to help you meet your personal and professional goals and dreams.
I strongly recommend you listen to one of his CDs.
Start small with a one of the free 21 Success Secrets CD available from Brian Tracy.
There is a wide selection of free CDs available including:
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