Directions: Arrange the sequence of handling objections in a speech situation by indicating numbers 1-4.

■"I respect the importance you place on fair and objective hiring decisions. It very much aligns with our own views and is exactly what we're built for. While you can certainly optimize the recruiting process, you can't take away the human element from hiring people. To be done effectively, recruiting must be both data-driven and humanistic.

■ "I see the value of scorecards, but I wish you used numbers instead of symbols."

■"I respect how you feel about that. It's certainly an area we feel is important as well. I'm curious, what is it about the scorecards you like, and why do you say you'd prefer numbers?"

■ "I like how the scorecards call for a fair, balanced, and consistent look at candidates. If you used numbers, you could simply compare them and come to a fast and objective hiring decision."​