fore bringing someone in for a face- to-face. “If they can’t convince you on the phone to meet with them, why would you expect them to be able to sell?” he asks.
He adds that managers should be able to do an aggressive face-to- face interview. “We use the SEARCH model for interview questions, looking for Skills, Experience, Attitude, Results, Cog- nitive skills, and Habits. You build the interview questions around that model,” he says. He also suggests having a list of questions such as, “If you were me, why would I hire you?” or, “Tell me about how you have overcome adversity.” You can ask how much money the person made in the past two or three years. Then ask how much he needs to live on. If he says he made $90,000 a year, and only needs $70,000, that is a warning. You want someone who needs to make money – say, $120,000 – to pay for kids’ schooling or something else the candidate sees as vital.
His company also uses DISC pro- files. But he cautions that you have to know how to use them and that you
SELLING TIP Faster Listening Equals Increased Concentration
Remember that commercial where the actor speaks at more than 500 words per minute? Sure, it was a comical pre- sentation, but it also demonstrated that many of us can understand a person’s speech even when it is four times the pace of normal conversation.
What does this mean to you? It means you can learn to listen regularly at twice the usual speed of conversation – and get an added bonus. When you go back to the usual 125 words per minute most people hear, you’ll catch subtle differences you never noticed before – voice cracks, hesitations, pauses, shifts in emphasis, and increased or decreased stress levels. You can learn this technique by listening to audio at higher speeds. On many of today’s audio devices and apps, you can double the speed of the playback without distortion. We all listen to audio to make the most of our downtime, hearing educators, speakers, and sales trainers describe their winning techniques. Using this technique helps you get more information in less time. You get more information because you are forced to concentrate on the audio. Most people let their minds wander (psychologists say an average of every 17 seconds) when they listen to audio or watch television. But, if you’re listening at twice the usual speed, you can’t afford to let your mind digress. By reeducating your brain to rivet its attention and capture what goes by so fast, you increase the amount of infor- mation you’ll remember.
– STEVEN S. WEST SELLING POWER JANUARY 2019 | 13 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
VIDEO: THE BEST WAY TO IMPROVE SALES FORECASTING ACCURACY
should look for salespeople who are high D for dominant and high I for influence. “There may be a high S and C who can sell, but I have never met any,” he says. “And, if a person is high on influence but low on dominance, he may be likable and everyone loves him, but can he close?” Finally, he suggests asking for a paper record of their results – to bring
in their commission runs and their W2 forms. He says that’s perfectly legal. “You want to see how much money they made, and what the ups and downs were,” he explains, adding, “All this helps you avoid hiring John Wayne on Friday and having Woody Allen come in on Monday. It costs you much more to hire the wrong person than it does to miss the right person.”
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45
