Managing candidate objections
This Module covers strategies for recruiters to handle candidate objections effectively, distinguishing between common rebuttals and legitimate concerns. Recruiters learn the importance of understanding what is truly behind a candidate’s objection in order to address it appropriately. Key actions include listening, empathizing, and directly addressing any pauses or hesitations during discussions to prevent future issues. Specific scenarios discussed include addressing disparities in pay rates among candidates, handling candidates wanting higher pay for short-term or below-ability jobs, and managing requests for rate increases during an assignment. The guidance suggests always seeking justification for rate changes and protecting profit margins by negotiating with clients rather than absorbing costs. Recruiters are also advised to gauge the risk of a candidate leaving for other opportunities and to use strategic questioning to secure candidate commitments and address any objections thoroughly.