Guiding Suggestions and Responding To Resistance

  • Wednesday, April 14, 2021
  • 12:00 PM - 1:00 PM
  • Webinar


Registration is closed


Historically, salespeople have referred to client and candidate resistance as ‘overcoming objections.’ This language sets the stage for the wrong type of relationship. No one wants to be ‘overcome.’ People do, however, want to be listened to and responded to in a real and authentic fashion. Resistance is a normal part of making business decisions and the approach you take in responding will differentiate you from other recruiters in the marketplace.

Every time a candidate or client has resistance of any form, it is your moment to build a bridge of trust and value in the relationship. This is exactly why resistance is a necessary and even essential part of the sales process and should not necessarily be viewed as an obstacle; it should however, be viewed as an opportunity to influence, inform, and guide our candidates and clients when they have an incomplete or inaccurate perception about us or our services.

This dynamic and interactive sales consulting program includes the following:

  • Explore the most common types of resistance early in both client and candidate relationships
  • Challenge your Paradigm about Resistance: It is always an Opportunity to build a Bridge of Trust
  • Guide the Dialogue and Respond More Effectively Make Guiding Suggestion and Professional Recommendations
  • Engage The Three Types Of Listening to Resistance: Active, Empathic And Strategic
  • Probe Beyond The Obvious to better Understand what is Behind the Resistance
  • Recommend The Most Effective next steps from your Complete Understanding of their Resistance


Rob Mosley, Next  Level Exchange

Rob is a Managing Partner for Next Level Exchange, a global learning collaborative dedicated to the Executive Search and Staffing Industry. Rob comes from MRINetwork™ Corporate where he served as the Chief Learning Officer, responsible for all training and sales development of more than 1,100 offices worldwide.

Previously Rob was with the Acclivus Corporation, an international performance development company. He has facilitated the Acclivus curriculum on six continents and is part of the Acclivus team responsible for global relationships with companies as diverse as Dell Inc., Accenture, Hitachi Vantara, KPMG Consulting, NASDAQ, Hewlett Packard Enterprise, Marsh & McLennan, Recruit Holdings Ltd, Japan, FiServ, Shell Energy, and Comcast/NBC Universal. Rob is currently a licensed master facilitator for Acclivus Train the Trainer programs worldwide.

Rob’s knowledge of the Executive Search and Staffing industries comes from 12 years with both Merritt Hawkins and Associates, and its subsidiary Staffcare, all now part of AMN Healthcare. Rob served as Vice President of Corporate Business Development.

He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People and Patrick Lencioni’s The Five Dysfunctions of a Team. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Team Effectiveness, and Major Account Planning & Strategy. Additionally, Rob is a licensed practitioner for Lumina Learning, a global psychometric suite of development tools specializing in organizational transformation.


FREE to OSSA Members

$25 for Non-Member Guests 

Submitted for 1.0 CE Credit Hours from ASA and NAPS

Powered by Wild Apricot Membership Software