Industry
HR/Staffing
HR/Staffing
Objection Handling

The offered salary doesn’t match my expectations.

Underlying Concerns:

  • The prospect may feel that the salary doesn’t reflect their experience, skills, or market value, leading to hesitation about accepting the offer.
  • They might worry that accepting a lower salary would undermine their financial goals or career progression.
  • They may want reassurance that the role offers other compensations or benefits that make up for the gap in base salary.
  • The prospect needs assurance that their value is recognized and that the agency or employer is willing to negotiate to meet a fair compensation.

How to Tackle the Objection:

  1. Acknowledge their concern about compensation: Show empathy and recognize that salary is a crucial factor in career decisions.
  2. Seek to understand their expectations: Ask questions to get a clear idea of their salary expectations and identify any specific concerns.
  3. Highlight non-salary benefits and growth opportunities: If possible, emphasize additional benefits, perks, or advancement opportunities that might bridge the gap between their expectations and the offer.
  4. Offer to negotiate on their behalf: Reassure them that you’ll communicate their expectations to the employer and explore whether there’s room for negotiation.

Sample Script (Detailed and Simple Language):

Prospect: "The offered salary doesn’t match my expectations."

You: "I completely understand, [Prospect’s Name]. Salary is an important part of any career decision, and it’s essential to feel that the offer aligns with your skills and experience."

  • "If you don’t mind me asking, could you share what salary range you had in mind? That will help me understand where there’s a gap and how we can bridge it."

  • "One thing I’d also like to highlight is that this role comes with [mention any benefits like health insurance, flexible work options, professional development, or performance bonuses]. For many candidates, these additional perks add significant value beyond just the base salary."

  • "That said, I’m here to represent your interests, and I’d be happy to go back to the employer to discuss whether there’s any flexibility on their end. We want to make sure you’re comfortable and feel valued in this role. Would it help if I communicated your expectations to them and explored options?"


Probing Questions to Engage the Prospect:

  • "Could you share more about your ideal compensation package? This will help me understand how we can better meet your expectations."
  • "Besides base salary, are there other factors—like benefits or advancement opportunities—that are important to you in evaluating this offer?"
  • "Would a breakdown of the total compensation package help you see if the overall offer aligns with your goals?"

Call to Action:

Offer to advocate on their behalf by communicating their salary expectations to the employer, or go over the total compensation package to highlight any additional value.

Example:
"Let’s go over the total compensation package so you can see all the benefits included. I’m also happy to discuss your expectations with the employer and explore whether there’s any room for flexibility. Does that sound good?"


Key Points to Emphasize:

  1. Understanding Their Expectations: Show that you’re open to understanding their ideal salary range, making it clear that you value their input.

  2. Total Compensation Package: Highlight any additional benefits, bonuses, or perks that add value to the offer and may help bridge the gap between their expectations and the current offer.

  3. Advocacy and Negotiation: Reassure them that you’ll advocate on their behalf by communicating their expectations to the employer and exploring whether there’s flexibility in the budget.

  4. Commitment to Their Satisfaction: Emphasize that you’re committed to finding a compensation package that aligns with their skills and experience, ensuring they feel valued and comfortable.

More scripts

Use For:
Warm Lead
Calling Outcome (your Goal):
Sales Pitch
Industry:
HR/Staffing
Use For:
Warm Lead
Calling Outcome (your Goal):
Sales Pitch
Industry:
HR/Staffing
Use For:
Warm Lead
Calling Outcome (your Goal):
Sales Pitch
Industry:
HR/Staffing
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