Adaptability – Our Prime Directive
SELLING VALUE
–A Thirteen-Part Series–
Part Two
The Five Step Plan
by
Bob Marshall
September 2nd , 2025
PART TWO
OBJECTIONS
Objections are not the end of the road—they’re simply part of the journey. Too many recruiters treat an objection as a rejection, assuming the hiring manager (HM) has decided not to buy, and they stop selling. Top billers know better. They understand that an objection doesn’t mean “No forever.” It often means “Not yet—you haven’t given me a compelling enough reason.”
That shift in mindset makes all the difference. An objection isn’t the end of a call—it’s the opening to a real conversation and an opportunity to win.
Why Objections Happen
Many objections are just “defense mechanisms.” Think about it: HMs are bombarded every day with clumsy recruiting calls, cookie-cutter emails, and LinkedIn spam. Over time, they’ve developed filters—automatic barriers designed to protect their time and sanity. When we make our call, even with a polished and professional presentation, we’re sometimes paying for the sins of those who came before us. That’s recruiter “presentation pollution,” and it’s real.
Don’t take it personally. Top producers expect it and prepare for it.
The HM’s Inventory of Nos
Most hiring managers have far more NOs in their toolkit than YESs. So, when we open a call, odds are we’ll get a NO first. But here’s the hidden message inside that NO:
“I’m not convinced yet. Your opening wasn’t strong enough. If you give up now, I’ll know I was right to say NO. But if you stay with me—if you adjust and persuade—you still have a chance.”
That’s why so many deals are closed after the initial objection. Persistence, paired with a better value proposition, separates the average recruiter from the $500K biller.
Objections as a Safe Zone
There’s another factor at play—human nature. Making decisions is hard. A YES carries risk, but so does a NO. That’s why many people try to delay either one. Objections give them breathing room. Think of the last time you were shopping and a clerk asked, “Can I help you find something?” Almost everyone says, “No thanks, just looking.” That’s not rejection—it’s hesitation.
The same dynamic is at work when HMs push back. It’s often less about you, and more about their instinct to stall.
The Telephone Advantage
Finally, remember this: because most of our work is done over the phone, it’s easier for HMs to be abrupt with us. Without face-to-face cues like body language or tone shifts, we don’t always get the benefit of nuance. But there’s an upside. The phone gives us the ability to cover more ground—more calls, more presentations, and more chances to break through.
That’s a huge advantage if you stay consistent and keep your mindset right. Objections are not roadblocks; they’re signposts that tell you where to focus next.
Next week: Part Three – The Objection Formula
My Best,
Bob
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550
520-842-5550 (fax)