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RECRUITING SKILLS
Listen to the objection I see (acknowledge). And would you
like me to show you where you can learn
Pay attention to what your prospect how to recruit? (offer option).
communicates with words and in other ways
such as facial expressions and body language. However, you should always identify feelings
Your prospect may not express his or her need, and needs in your mind because it helps you
sometimes not even the real issue or concern. offer more relevant options.
Listen for the need and for the real concern so
you can manage it. To do this, as you listen, turn If your prospect’s objection is not clear to you
the objection into a question or a request in your and/or you cannot turn it into a question in
mind. For example: your mind, ask your prospect to explain. For
example, you could say:
Your prospect says:
I don’t know how to recruit/sell.
I understand (acknowledge). And
In your mind, you hear: when you say that you don’t know how
Could you show/teach me how to recruit/sell? to sell, can you tell me a bit more about
your concern? (request to explain).
CONFIRM THE OBJECTION
You obviously have a reason for saying
After turning the objection into a question in that (acknowledge). Would you care
your mind, you want to get confirmation that to share it? (request to explain).
you understood it correctly. You can do this in
two parts: OFFER OPTIONS
1) acknowledge the objection, and Most people want choices. Present the available
2) reframe it and say it back using the format options to overcome an objection. For example,
Are you [FEELING], because you want [NEED]? you could say:
For example: Rena Ware offers extensive training
through Rena Ware University. All the
I see (acknowledge). Are you feeling seminars are available online 24/7 free
worried because you want to know of charge, along with other sales and
how to recruit? (say it back). recruiting support materials. You can
schedule training sessions with your team
Depending on the situation it might make more leader and/or do self-paced learning.
sense to go straight from acknowledgment to
options, without saying feelings and needs out By choosing an option, your prospect solves the
loud. For example, you could say: objection, and you move forward.
EXERCISES 24-25 RW204.01.0919 35
