The last firm sent me people who did not fit: staffing
The short answer
Do not promise it will be different. Ask what did not fit: skills, level, pay, culture or timing. Repeat it back, then say how you would screen differently and offer to send one candidate you would stand behind. The buyer was burned by words. Give them a smaller step they can check.
Take this call against an AI buyerWhy buyers say it
The buyer lost time and goodwill with their own team when those candidates came in. They are afraid of repeating it. Every firm says it screens well, so they need to hear something specific.
How reps lose the deal on it
- They say "we are different" with no detail. The buyer has heard it from the last firm.
- They defend the industry or blame the last firm. The buyer feels unheard.
- They skip the diagnosis and pitch candidates. Without knowing the miss, they send another.
Stronger lines to say
- “That’s frustrating, and I’m sorry it cost you time. What was the miss: skills, level, pay or the fit with the team?”
- “Here’s what I’d do differently. I’d call every candidate, check the one thing you care about most, and send you only people I’d hire.”
- “Let me send one candidate, not a list. If that person misses, you’ll know quickly whether we listen.”
Questions reps ask about it
Could the miss have been the job description, not the firm?
Often, yes. A description written for the last person, or a pay range below the market for the skills listed, sends every firm the wrong people. Ask what the role pays, what the posting says and what the manager actually needs. You are fixing the brief, not blaming the buyer.
How do I show our screening is different?
Say what you check, in order, and what you will send the buyer to prove it: a short summary per candidate and the reason for the match. Real steps beat adjectives.
How quickly should I send the first candidate after this objection?
After you understand the miss and have spoken to the candidate yourself, not before. A rushed first send repeats the last firm's mistake. Tell the buyer the day you will send, keep it, and include one paragraph on why this person does not have the problem the last ones had.
Related objections
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