Greg got through the first interview and all seemed ”green light.” He thought, “I may be the perfect candidate for this job!” He was asked back to meet more senior employees, and here he was confronted with an objection about his lack of direct sales experience. The best way to deal with that situation is to anticipate by asking yourself or people who know you and want you to be successful, “What could someone object to about me?” (EX:don’t have specific experience, under or over qualified; concerned about age).
Practice responding to these potential objections or others that may apply. The easier it is to respond comfortably, the more likely the topic won’t throw you off guard. And, if it does, you’ll be armed with specific replies that often wash away the concern. Here’s how it works:
1. ANTICIPATE EMPLOYER OBJECTION or CONCERN
EMPLOYER: It appears you have no experience in direct sales and that concerns me. I have other applicants with direct sales background and experience in this industry.
YOU: Think about it ahead of time and how you’d handle the question. Have a couple replies in mind if it comes up.
2. REPEAT THE OBJECTION
YOU: When you hear the objection that you feared they may raise, stay calm and repeat it back.
“I heard your concern about my assumed lack of experience in sales and…..”
3. STICK TO YOUR GOAL and FORGE AHEAD
Weave the employer’s concern into your reply and continue on confidently.
YOU: ” For many years, I worked in sales and marketing listening to reps frustrations and coaching them on how to maneuver a broad variety of situations. Regardless of the product being sold, the important foundation is building trust, relationship and establishing rapport. The rest can be learned quickly. I’ve invested many years honing those skills and this is a product line and an industry which I thoroughly enjoy. I’m prepared to learn quickly, apply my experience and I welcome the challenge.”
Hold eye contact, maintain confidence and you might have just washed away his or her concern.
Review the 3 steps:
(1) What objection could an employer have about you?
(2) How will you let him or her know you heard the concern?
(3) How will you wash the concern away.
Remember the road to Carnegie Hall…PRACTICE, PRACTICE, PRACTICE!