Exam (elaborations)
PA1 EXAM QUESTIONS AND ANSWERS
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PA1 EXAM QUESTIONS AND ANSWERS
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PA1 EXAM QUESTIONS AND ANSWERS"We already use another firm that we have had a relationship for a while." - answer-
"Many of my very best clients felt the same way as you, but what they found when
utilizing my services is that it costs them nothing to compare candidates. There is a fee
attached only if they deem one of my candidates to be the person they want to hire."
"Mr. Client, if I had a candidate that represented all the attributes you are looking for,
wouldn't you want to know about that candidate? There is no cost associated with
looking at top talent."
"Some of my clients were working with another company until they saw how we were
able to complement/enhance the services they were using. That's why all I'm looking to
do today is to schedule a time to show you how we do that. [Set time]."
"We aren't using recruitment firms." - answer- "Why not?"
"I understand as there are currently plenty of candidates looking for jobs. But what we
have found is that the best candidates are generally employed and not actively sending
their resume out. These candidates are typically busy doing their own jobs and are
passively looking at the market, so they count on someone like myself to make them
aware of the opportunities that make sense to them. I'd love to meet with you to show
you the caliber of candidates I present. [Set time]."
"We do all of our recruiting in house." - answer- "I can appreciate that, but what do you
do when there is a job that you can't fill?"
"We have made many placement with clients who didn't think they'd have to use
recruiters, either because they have a big internal team or because they rarely hire.
They found that due to their internal team being stretched in so many direction, some
jobs slip through the cracks and they end up scrambling. I'd like to come meet with you
to show you the types of candidates I represent, so in the event you do need a recruiter,
I can help you straight away. [Set time}."
"Your fees are too high." - answer- "What are you use to paying? I can see that our fees
are higher, but I also understand the value of the service that I provide. There are some
agencies that just provide active candidates. For me to use my resources to headhunt,
find passive candidates and make this easier for you, there is a premium price.
However, I would like to work with you, so let's discuss how we can make this mutually
beneficial."
"Your competitors are working at 10%." - answer- "How have you found their service?
Have they filled the jobs? What challenges have they faced?"
"We had a bad experience with Michael Page." - answer- "I'm sorry to hear that, what
happened? I appreciate where you're coming from and I understand your experience
, was sub par. As every recruiter is different, I can only speak for my business, and I will
make it a point to try to rectify the issues from the past so you walk away having a
positive experience with Michael Page."
"Send me your contact information/literature." - answer- "I'm happy to send you
information. So I can ensure I'm sending you information that would be of use, what
information would you need to see to determine how you would like to partner with me
going forward?"
"We filled the role already; no needs." - answer- "That's excellent news. How did you go
about finding that person? What challenges did you face during that process? How can I
position myself as a resource to help you in the future?"
"Call me at the end of the quarter." - answer- "Sure, I can call you at the end of the
quarter. I'm just curious, what's going to happen then?"
"We're not interested." - answer- "Some of my clients had the initial reaction too, before
they saw the quality of the candidates we were able to recruit for them. All I'm looking to
do today is schedule a time to show you how we partner with organizations similar to
yours. [Set time]."
"I've never heard of Michael Page before." - answer- "I hear that occasionally. As I
mentioned earlier, we are leaders in the professional recruitment industry. I'm just
curious; what are you doing now to fill vacancies in your company? That's why we
should get together. We've worked with a lot of organizations who recruit that way that
ended up working with us. We really should get together. [Set time]."
"How much do you charge?" - answer- "30%" [PAUSE] "What have you paid when
working with agencies in the past?"
"You are not on our PSL." - answer- "How do we go about getting on your PSL? Who
should I speak with?"
"I don't work with recruiters; HR does that." - answer- "I would like to meet with you to
understand the type of person you would be looking for. What my clients have found is
that by working with me directly, I have been able to identify the intangibles that are not
on the job description to save them time during the interview process by only sending
the right candidates. I am happy to work with HR as well, but nobody will understand
your need better than you."
"We don't have the headcount." - answer- "I completely understand what you're saying.
Some of my clients had the same situation when we first spoke. What they found by
working with me is that it's important to be proactive now. What happens if your
company takes on an unexpected project? What will you do if someone leaves
unexpectedly? A majority of my clients are passive, so they might not need to start right
away, but at least you're aware of them and have that button to press if you need to."
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