A recruiter explains why aggressive selling backfires. Instead of pushing benefits when someone objects, get them talking about their actual problem. They'll persuade themselves.
What I used to do when I was a recruiter is, I'm gonna try and arm wrestle you. I'm gonna be, well, that's okay, 'cause we work alongside your internal department. I'm really, I'm selling benefits. I'm sidestepping the objection. Instead, what you wanna do is you want to go back to that problem. And that's the part that probably most recruiters will get wrong at this point is because they'll try that hard to sell their way out, which will work sometimes, but it's not as effective as getting the person focused on themselves instead of what you can do for them.
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From 30 Direct Reports to Back-to-Back $1M Years as a Solo Recruiter with Zach Creighton
