Often job seekers forget that the interview process is much like the sales process where a job seeker is their own product, and the employers are the buyers. There are many parts in your interview (sales) process that can help job seekers land a job such as you’re job opportunities’ pipeline, your pitch, and overcoming common objections. Today, I’d like to focus on the overcoming objections’ component so job seekers can emphasize their true value during their interview. For job seekers, an objection can be considered a buying sign and ultimately a request for more information.
Below are four kinds of objections:
- Personal: (Your Personality, Attitude)
- Postponement: (Delay Tactic)
- Price: (Salary/Benefit Issues)
- Service: (Your Skills/Experience)
Understanding the common objections, can help you learn how to overcome them in the future. An excellent exercise for job seekers is to write down past objections and below are some examples on how to respond.
Objection 1: “I need someone with a higher energy level.”
Note: This is a personal objection. You are coming across too laid back.
Suggestion: Focus on your previous positions and the higher energy level you had to achieve positive results. Use references when necessary who can confirm your abilities.
Objection 2: “I will get back to you when we’ve interviewed all the candidates.”
Note: This is a postponement objection to delay a decision.
Suggestion: Mention your skills and experience you have that qualify you for the position. Ask where you rank among the other candidates.
Objection 3: “I’m not sure we can meet your salary requirements.”
Note: This is a price objection, and your salary demands might not be met.
Suggestion: Indicate that your salary requirements are flexible, and that you’ll willing to evaluate the entire compensation package.
Objection 4: “I’m looking for someone with more experience.”
Note: This is a service objection, and the potential employer is questioning your skills.
Suggestion: Focus on the experience that you bring to the company. Ask if you have the skills they need.
An objection is an opportunity for candidates to sell their strengths. When an employee makes an objection, the interviewer in most cases wants you to overcome their assessment and give them a reason to hire you. Employers are looking for candidates to provide a positive, truthful response that will allow them to see the benefits in hiring you.
When was the last time you reviewed your objections? Doing so will give you the extra edge and confidence needed to close the ultimate deal.
ABOUT THE AUTHOR, Ingrid Moore
Ingrid Moore is the Founder and CEO of Corporate Resources of Illinois, an employment & staffing agency with over 20+years’ experience located in Schaumburg, IL. Ingrid and her team assist employers with finding the right hire for their business. For more info, follow us on our LinkedIn Company Page, or follow us Corporate Resources of Illinois‘s Google+ page.