Module 3 – Blackbelt Objection Handling
This masterclass, led by Mark Whitby, focuses on how recruiters can confidently handle objections during cold calls. Mark introduces the ARC framework (Acknowledge, Reframe, Close), shares mindset shifts to reduce call anxiety, and explains how to turn brush-offs into booked meetings. The session includes live examples, audience contributions, and practical techniques you can start using right away.
Timestamps:
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[00:00–02:08] Wins and leaderboard – Celebrating participant cold calling success
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[03:14–04:11] What objection handling really is – Most objections aren’t serious
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[05:04–07:07] Why longer calls lead to better outcomes – Data from Gong
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[08:01–09:46] Session overview – Mindset, technique, scripts
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[10:32–14:13] Mindset of top recruiters – Beliefs that support confidence
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[15:16–21:14] Treating objection handling like a game – Reducing pressure
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[24:01–25:44] Introducing the ARC framework – Acknowledge, Reframe, Close
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[25:44–28:26] Acknowledge stage – Mirroring, labeling, disarming with honesty
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[29:16–32:53] Reframing – Using “and” instead of “but”
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[33:46–35:38] No-oriented questions – A subtle way to gain agreement
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[38:25–48:17] Scripts for “We’re not hiring” – Reframes and questions
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[50:34–53:52] Scripts for “We don’t use agencies/internal team”
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[56:22–58:52] Scripts for “We already have a recruiter”
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[58:52–01:00:45] Action steps – Build your playbook and gamify it
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[01:00:45–01:08:34] Q&A – Call attempts, pricing objections, retained search
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