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Performance-based Hiringsm Talent Rules!
How to Overcome Passive
Candidate Objections
Based on Lou Adler’s
The Essential Guide for Hiring & Getting Hired
Rev 513
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#passivetalent
Thinking Backwards
HAVE GET BECOME DO
The Wrong Way for Hiring!
The Right Way for Hiring!
Budurl.com/EGFH
#passivetalent
Job-hunting Status Fully-employed
Extraordinary Career Move
Great Career Move
Very Good Career Move
Good Career Move
Lateral Transfer
LinkedIn Adler Group Survey 2011 – 4,500 Members
20% Postings
Visible & Compelling
20% Targeted Email
Targeted/Mail Merge
60% Networking
VTC – PERP
From Skills to Performance
Basic Performance Objectives
• Collaborate with sales rep to
develop customer solutions at
C-level in F500 companies
• Lead intense detailed product
spec presentations to
sophisticated buying groups
• Provide technical liaison to
engineering design groups
• Work with contracts on
developing cost/price/margin
analysis for $5mm+ programs
• Handle 3-6 major programs
concurrently
• Assess impact of spec
changes on design, project &
cost projections
The Basic Network Call
• Don’t sell the job, sell the
next step – a short
discussion!
• Bridge the Gap
• Don’t negotiate the offer
in the first 5 minutes
• Get the prospect to talk
first!
• Create the Career Gap
“Let me ask you candidly, would you be open to explore a new career opportunity if it was clearly superior to what you’re doing today?”
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#passivetalent
Recruiting Rule #1
Sell the next step,
not the job!
No – Maybe – Yes
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#passivetalent
Bridging the Gap
Criteria to Engage Title – Company Compensation Location – Job
Criteria to Accept Career Opportunity
Job & Impact Hiring Manager – Team
Comp – Work/Life Company/Culture/Mission
Day 1 vs. Year 1
& Beyond!
Lightning Round
Typical Objections
• What’s the money?
• Can’t talk
• Already have a great job
• Not interested
• Too late
• Where’s the location?
• What’s the title?
• ____________________
• ____________________
Countermeasures
• Think Backwards!
• Sell 5 minutes – not job!
• Anticipate the “NO”
• Buy time w/AGM
• Can’t Get No
Satisfaction
• Seek 1st to Understand
• Strategy vs. Tactics
• ROI or buy decision
• Engage – Network
Performance-based Hiring
Summary
Think Backwards
Convert job into a career
Bridge the Gap
Don’t sell the job, sell the next
step
Budurl.com/EGFH
Performance-based Hiring
HAPPENINGS
Sneak Peek on May 21st
Recruiter Boot Camp LIVE
June 13th in Atlanta
Hiring Manager two-part online
course June 26-27
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#passivetalent
ORGANIZATION NAME
LinkedIn Talent Solutions through the eyes of our
customers
©2013 LinkedIn Corporation. All Rights Reserved. 12
Learn more at talent.linkedin.com in the ‘customers’ section
“We now post any hard-to-fill positions on LinkedIn’s Jobs Network because of the success we’ve had finding candidates. It’s really simple.”
“This recruiting tool was our game changer.”
“Hiring managers now perceive human resources and recruiters as partners, and as the recruitment experts.”
ORGANIZATION NAME
Additional resources from LinkedIn Talent Solutions
13
lnkd.in/LIwebcasts Access our library of free recorded webcasts on employer branding, passive candidate recruiting & more
lnkd.in/gettheplaybook Get our 5 step plan for creating, launching & measuring your company’s talent brand
lnkd.in/LIsolutions Learn more about LinkedIn Recruiter, Job Slots, Career Pages & Work with Us Ads