how to overcome passive candidate objections | webcast
TRANSCRIPT
Performance-based Hiringsm Talent Rules!
How to Overcome Passive
Candidate Objections
Based on Lou Adler’s
The Essential Guide for Hiring & Getting Hired
Rev 513
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#passivetalent
Thinking Backwards
HAVE GET BECOME DO
The Wrong Way for Hiring!
The Right Way for Hiring!
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#passivetalent
Job-hunting Status Fully-employed
Extraordinary Career Move
Great Career Move
Very Good Career Move
Good Career Move
Lateral Transfer
LinkedIn Adler Group Survey 2011 – 4,500 Members
20% Postings
Visible & Compelling
20% Targeted Email
Targeted/Mail Merge
60% Networking
VTC – PERP
From Skills to Performance
Basic Performance Objectives
• Collaborate with sales rep to
develop customer solutions at
C-level in F500 companies
• Lead intense detailed product
spec presentations to
sophisticated buying groups
• Provide technical liaison to
engineering design groups
• Work with contracts on
developing cost/price/margin
analysis for $5mm+ programs
• Handle 3-6 major programs
concurrently
• Assess impact of spec
changes on design, project &
cost projections
• Becoming - Doing • Personalized EVP • Captures intrinsic
motivator • Email & Call
The Basic Network Call
• Don’t sell the job, sell the
next step – a short
discussion!
• Bridge the Gap
• Don’t negotiate the offer
in the first 5 minutes
• Get the prospect to talk
first!
• Create the Career Gap
“Let me ask you candidly, would you be open to explore a new career opportunity if it was clearly superior to what you’re doing today?”
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Recruiting Rule #1
Sell the next step,
not the job!
No – Maybe – Yes
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Bridging the Gap
Criteria to Engage Title – Company Compensation Location – Job
Criteria to Accept Career Opportunity
Job & Impact Hiring Manager – Team
Comp – Work/Life Company/Culture/Mission
Day 1 vs. Year 1
& Beyond!
Lightning Round
Typical Objections
• What’s the money?
• Can’t talk
• Already have a great job
• Not interested
• Too late
• Where’s the location?
• What’s the title?
• ____________________
• ____________________
Countermeasures
• Think Backwards!
• Sell 5 minutes – not job!
• Anticipate the “NO”
• Buy time w/AGM
• Can’t Get No
Satisfaction
• Seek 1st to Understand
• Strategy vs. Tactics
• ROI or buy decision
• Engage – Network
Performance-based Hiring
Summary
Think Backwards
Convert job into a career
Bridge the Gap
Don’t sell the job, sell the next
step
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Performance-based Hiring
HAPPENINGS
Sneak Peek on May 21st
Recruiter Boot Camp LIVE
June 13th in Atlanta
Hiring Manager two-part online
course June 26-27
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#passivetalent
ORGANIZATION NAME
LinkedIn Talent Solutions through the eyes of our
customers
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Learn more at talent.linkedin.com in the ‘customers’ section
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Additional resources from LinkedIn Talent Solutions
13
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Save the date!
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Become a Sourcing Ninja!
Featuring Glen Cathey, a.k.a. Boolean Black Belt
Tuesday, June 4 at 1PM Eastern/10AM Pacific
Follow @hireonlinkedin for details