- Many recruiters when they get objections,

- 許多招聘人員在得到反對意見時。

they view them as a barrier to success.

他們認為這些是成功的障礙。

In fact, hiring authorities have shared

事實上，用人單位已經分享了

with me over and over again

一次又一次地和我在一起

that they know the two or three objections

他們知道那兩三個反對意見

to give to recruiters to just get them to hang up.

給招聘人員，只是為了讓他們掛斷電話。

And so you got to understand

所以你要明白

that when they're giving you an objection,

當他們向你提出反對意見時。

they really want to know how much you believe

他們真的想知道你有多相信

in what you're doing.

在你所做的事情中。

An objection is a buying sign.

反對是一種購買信號。

It's a request for more information.

這是對更多資訊的要求。

And as a recruiter, you have to understand something.

而作為一個招聘人員，你必須瞭解一些情況。

You can't just be good at overcoming objections.

你不能只是善於克服反對意見。

This is a skillset that you must become great at

這是一個你必須成為優秀的技能組合

because overcoming objections is really critical

因為克服反對意見真的很關鍵

to your success.

對你的成功。

What I want to do is give you some ideas today

我今天想做的是給你一些想法

that you can easily implement

你可以輕鬆實現的

that basically are going to have you welcome objections

基本上都會有你歡迎的反對意見

versus dread them.

而不是畏懼他們。

Now, in order to overcome objections effectively,

現在，為了有效地克服反對意見。

it makes it much easier when you realize

當你意識到這一點時，就會變得容易得多

there are only four kinds of objections,

只有四種反對意見。

and those are service, postponement, price, and personal.

而這些是服務、延後、價格和個人。

And what I want to do now is I want to give you examples

而我現在想做的是，我想給你們舉例說明

of all these objections

的所有這些反對意見

and I'm going to give you an example

而我要給你舉個例子

for each objection for the hiring authority,

對招聘組織、部門的每一項反對意見。

as well as the candidate.

以及候選人。

So let's start out with a service objection example.

是以，讓我們從一個服務異議的例子開始。

A hiring authority could easily say,

用人單位可以輕鬆地說。

"I don't need your help.

"我不需要你的幫助。

I can fill this job on my own.

我可以靠自己的力量完成這項工作。

I don't want to take the time

我不想花時間

of seeing all the candidates you have.

的看到你所有的候選人。

I can just do a better job."

我只是可以做得更好。"

The way to effectively overcome that is,

有效克服這種情況的方法是。

"But what I can do is save you time and money.

"但我能做的是為你節省時間和金錢。

And understand something, we'll interview many candidates.

並瞭解一些情況，我們會面試很多候選人。

We're not going to waste your time interviewing anybody.

我們不打算浪費你的時間去採訪任何人。

That's my job.

這是我的工作。

Let me interview all the people

讓我採訪所有的人

that have the skills and stability

有技能和穩定性的

and experience you're looking for.

和你正在尋找的經驗。

I'm only going to present the finalist.

我只介紹入圍者。

When I call you and present somebody to you,

當我給你打電話，把某人介紹給你。

they can do the job.

他們可以做這個工作。

Now we have to see if the two of you click

現在我們要看看你們兩個人是否合得來。

and if they fit in with the company culture of our company,

以及他們是否符合我們公司的企業文化。

as well as your department."

以及你的部門。"

Now, a candidate objection could be,

現在，一個候選的反對意見可能是。

"I'd rather submit my resume directly to the person

"我寧願直接向對方提交我的履歷

who would be my boss.

誰將是我的老闆。

Why do I need you to submit my resume?

為什麼我需要你來提交我的履歷？

I want to work with the boss."

我想和老闆一起工作。"

Now, a response to the candidate could be,

現在，對候選人的迴應可以是。

"We have many different positions available

"我們有許多不同的職位可供選擇

in our company right now.

在我們公司，現在。

I need to determine what is most important to you.

我需要確定什麼對你來說是最重要的。

You may send your resume to the wrong person.

你可能會把你的履歷發給錯誤的人。

They could look at it and say, 'This person is not a fit.'

他們可以看一下，然後說，'這個人不適合。

I have the knowledge of every position

我對每個職位都有了解

that our company has posted right now,

我們公司現在已經發布的。

as well as some jobs that are not posted.

以及一些沒有公佈的工作。

And so once I know what is most important to you,

是以，一旦我知道什麼對你來說是最重要的。

then I will only present you with the best positions,

那麼我將只向你介紹最好的位置。

and I'll make sure that your resume gets in the hand

我會確保你的履歷被送到我的手中。

of the right hiring authority."

的正確用人機關"。

The second type of objection

第二種類型的反對意見

I want to give you an example of are postponement objections.

我想給你們舉一個例子，就是延後反對的問題。

So what type of postponement objection might you get

那麼，你可能會收到哪種類型的延期反對意見呢？

from a hiring authority?

來自招聘機構的資訊？

The most common is, "I don't have time to interview.

最常見的是，"我沒有時間去面試。

I'm too busy.

我太忙了。

I just don't have time for this.

我只是沒有時間做這個。

I don't even know if I'm going to fill the job.

我甚至不知道我是否會填補這個職位。

I just am too busy."

我只是太忙了。"

And your response can be,

而你的迴應可以是。

"Well, the initial interviews will be done by HR.

"嗯，最初的面試將由人力資源部門完成。

We're only going to send you people

我們只給你派人

when it's most convenient for you.

在你最方便的時候。

And what I have to ask you

而我要問你的是

is what is your target date to fill?"

是什麼是你的目標日期來填補？"

Because see, remember in recruiting, timing is everything.

因為看，記住在招聘中，時機是一切。

And if they truly are too busy,

而如果他們真的太忙。

if they're traveling and don't have time to interview,

如果他們正在旅行，沒有時間採訪。

you have to know that.

你必須知道這一點。

But in order to get a target date,

但為了得到一個目標日期。

ask them an additional question.

問他們一個額外的問題。

"What problem is this opening causing you

"這個開口給你帶來什麼問題？

or your department?"

或你的部門？"

See, if there is no problem, if there is no challenge,

看，如果沒有問題，如果沒有挑戰。

if they've got another employee covering the job,

如果他們已經有另一個僱員在做這個工作。

they're going to save that salary for awhile.

他們要把這些工資保存一段時間。

But if I'm a hiring authority

但如果我是一個招聘機構

and I have somebody doing two jobs,

而我有一個人在做兩份工作。

and now they're threatening to quit."

而現在他們威脅要退出。"

"I'm doing the jobs of two people,

"我在做兩個人的工作。

I'm not going to do that much longer."

我不會再這樣做了。"

Now that target date is going to get much more valid

現在，這個目標日期將變得更加有效。

because I know I've got somebody on the verge of quitting.

因為我知道我已經有一個人處於辭職的邊緣。

So when they're trying to postpone,

是以，當他們試圖延後。

you've got to know what is that target day to fill in?

你必須知道要填寫的目標日是什麼？

What problem exists as a result of the job being open?

由於工作的開放，存在什麼問題？

No problem, no urgency.

沒有問題，沒有緊迫性。

If there is a problem,

如果有問題。

this is where you want to put your time

這是你想把你的時間放在哪裡

and show the hiring authority

並向招聘組織、部門展示

why they need to use you now.

為什麼他們現在需要使用你。

Now let's go to the candidate side

現在我們來看看候選人方面

of this postponement objection.

對這一延後的反對意見。

Often they'll just say, "Send me the specs.

通常他們會說，"把規格書發給我。

Send me the job that you're representing,

把你所代表的工作發給我。

and I'll decide if it's something I want to look at or not."

我將決定是否我想看的東西。"

Your response has to be,

你的反應必須是。

"We have numerous positions.

"我們有許多職位。

I'm not sure what's most important to you.

我不知道什麼對你來說是最重要的。

I'm not going to assume for a minute

我一刻也不打算假設

that what your resume shows me is what you've done

你的履歷向我展示的是你所做的一切

and what you're currently doing.

以及你目前正在做什麼。

It doesn't show me what you want to do next.

它沒有讓我看到你接下來想做什麼。

See, I'd like to become your lifetime talent agent.

看，我想成為你的終身人才經紀人。

I'd love to help you get

我很願意幫助你獲得

to where you want to be in five years,

到你想在五年內達到的目標。

but I don't know what position

但我不知道什麼位置

is going to lead you up to that.

是要把你引向這一點。

So once I find out what's most important to you,

是以，一旦我發現什麼對你來說是最重要的。

then we'll know what job to key in on,

那麼我們就會知道要重點關注什麼工作。

rather than just sending you specs."

而不是僅僅給你發送規格。"

Now let's go to price objection examples,

現在我們來看看價格異議的例子。

which is a third type of objection.

這是第三種類型的反對。

A hiring authority could say, "You know what?

用人單位可以說，"你知道嗎？

I'm not going to use you

我不打算利用你

because every candidate you present to me

因為你向我推薦的每個候選人

is at the top of our salary range.

處於我們工資範圍的頂端。

And quite frankly, I can do better on my own.

而且坦率地說，我自己可以做得更好。

I can find people that aren't making as much money."

我可以找到那些沒有賺那麼多錢的人。"

Your response to this hiring authority could be,

你對這個僱用機構的迴應可以是。

"You know what I need to determine?

"你知道我需要確定的是什麼嗎？

I need to determine what you prefer to offer."

我需要確定你喜歡提供什麼。"

Often hiring authorities will give a recruiter a range,

通常情況下，招聘組織、部門會給招聘人員一個範圍。

like, "I want to pay 80 to 110."

比如，"我想付80到110元"。

And so you're going to present candidates

是以，你要提出候選人

in that whole range,

在這整個範圍內。

but often the best candidates for the job are the ones

但往往最好的候選人是那些

that are higher paid.

這是更高的報酬。

So that's the reason that often you're going to present people

是以，這就是經常你要向人們介紹的原因

at the top of the salary level.

在工資水平的頂端。

It's important to research

研究是很重要的

and find out what the past employee in that job was earning,

並找出過去從事該工作的員工的收入情況。

because it's very rare

因為它是非常罕見的

that a hiring authority is going to want to offer a new person

用人單位希望為新員工提供的服務。

more than the person that left the job,

比離開工作的人更多。

unless there's added responsibility,

除非有額外的責任。

or maybe that person's been in the job for 15 or 20 years

或者這個人已經在這個崗位上工作了15或20年

so they're not making a competitive salary.

所以他們的工資沒有競爭力。

When you stay with the company longer than 10 years,

當你在公司呆的時間超過10年。

15 years, you're making less money

15年，你賺的錢更少

than if you would change your job every 2 or 3 years,

比起你每2或3年就換一次工作。

because with every change, your money escalates.

因為每一次變化，你的錢都會升級。

So if they gave you that range,

是以，如果他們給你這個範圍。

what you have to say to your hiring authorities,

你要對你的招聘部門說什麼。

"Just tell me what you prefer to offer.

"只要告訴我你喜歡提供什麼。

Rather than giving me a range of 80 to 110,

而不是給我一個80到110的範圍。

where do you really want us to focus?"

你到底想讓我們把重點放在哪裡？"

And they might say 90.

而他們可能會說90。

See, that's a much different recruit on your part

看，這是你的一個更不同的招聘

than if you think the salary goes up to 110.

比起你認為的工資漲到110。

And you and I both know

而你和我都知道

that money causes many offers to be denied,

這筆錢導致許多提議被拒絕。

and that's why we have to know upfront,

而這就是為什麼我們必須預先知道。

what does this hiring authority really want to offer?

這個用人單位到底想提供什麼？

Now, a candidate can say to you,

現在，一個候選人可以對你說。

"I'm a great negotiator,

"我是一個偉大的談判者。

and I want to negotiate my own salary.

而且我想就自己的工資進行談判。

In fact, I think I can negotiate a higher salary

事實上，我認為我可以談判出更高的薪水

for myself than you can."

為我自己，比你更能。"

Your response has to be, "I know the salary ranges.

你的回答必須是："我知道工資範圍。

I can get you the best offer.

我可以給你提供最好的報價。

I know what they're willing to pay.

我知道他們願意付出什麼。

And once I know what's most important to you,

而一旦我知道什麼對你來說是最重要的。

I'm not going to walk away from an opportunity

我不會放棄一個機會

for a few cents an hour if I know it answers everything else

每小時幾美分，如果我知道它回答了其他一切問題的話

that's important to you.

這對你很重要。

So I'm going to get you the best offer possible.

是以，我將盡可能為你爭取最好的報價。

And understand something, I know these hiring authorities.

並瞭解一些情況，我知道這些招聘機構。

I work with them all the time.

我一直在和他們一起工作。

I'm an in-house recruiter.

我是一名內部招聘人員。

These are people that I know.

這些都是我認識的人。

I also know what they want to pay.

我也知道他們想付多少錢。

And so I'm not going to waste your time.

是以，我不打算浪費你的時間。

You might have a higher salary level

你可能有更高的工資水平

and they could disqualify you from even being considered

他們可能會取消你的資格，甚至不被考慮。

to a job that answers everything you're looking for

找到一份能滿足你所尋找的一切的工作

in your next career move."

在你的下一個職業行動中。"

Let's move lastly to personal objections,

最後讓我們來談談個人反對意見。

and these are the toughest, because again,

而這些是最艱難的，因為再次。

these are directed at you or what you've done.

這些都是針對你或你所做的事情的。

A hiring authority can say,

用人單位可以說。

"You didn't fill my last two requisitions.

"你沒有填寫我的最後兩個請購單。

Why should I use you? You're not giving me results.

我為什麼要用你？你沒有給我結果。

I feel you're a waste of my time."

我覺得你是在浪費我的時間。"

Your response could be,

你的回答可以是。

"Well, the last time we worked on requisitions,

"嗯，上次我們在申購方面的工作。

you were very close to a hire.

你已經非常接近於被僱用了。

We got into the end of the recruit.

我們進入了招聘的尾聲。

Now we're in at the beginning.

現在我們在開始的時候。

And once I know exactly what's most important to you,

而一旦我確切地知道什麼對你來說是最重要的。

we will provide you with results.

我們將為您提供結果。

We're going to focus on this.

我們要把重點放在這個問題上。

Your requisitions are going to become a priority.

你的請購單將成為一個優先事項。

And if I run into any problems at all surfacing talent,

而如果我遇到任何問題都會浮現出人才。

I'm going to give you an update every Friday

我將在每週五為您提供最新資訊

on everybody we've interviewed,

在我們採訪的每個人身上。

what we're finding in the marketplace

我們在市場上發現的情況

so that you've got feedback

以便你得到反饋

that can help me fine tune my search efforts.

這可以幫助我微調我的搜索工作。

You got to show them...

你得讓他們看看...

Remember, all hiring authorities

請記住，所有招聘機構

and candidates care about is, "What's in it for me?

候選人關心的是，"這對我有什麼好處？

How does what you do benefit me?

你所做的事對我有什麼好處？

'Cause if I think I can do it better myself, I'm going to."

因為如果我認為我自己能做得更好，我就會去做。"

So you've got to let them know

所以你必須讓他們知道

that I'm committing to you,

這是我對你的承諾。

that I'm going to provide you with results.

我將為你提供結果。

On the candidate side, and this is a tough one,

在候選人方面，這是個難題。

because there's many good candidates

因為有很多好的候選人

who'd applied to your company,

誰申請到了你的公司。

and they ended up in this deep, dark hole,

而他們最終陷入了這個深沉的黑洞。

especially if they apply it on a job board.

特別是如果他們在招聘網站上申請的話。

They just never heard from anybody.

他們只是從未聽到任何人的消息。

So one objection could be,

是以，一個反對意見可能是。

"You know what, I applied before

"你知道嗎，我之前申請

and I didn't even get the courtesy of a phone call.

而我甚至沒有得到一個電話的禮遇。

I mean, nobody responded to me.

我的意思是，沒有人迴應我。

Why in the world should I apply again

我到底為什麼要再次申請

after the way I was treated?"

在我受到這樣的待遇之後？"

Your response should be, "But I have opportunities