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Sales Truths: Challenging Questions Get Qualified Employees

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WHY IT IS TRUE: Prospective employees have heard all of the questions in previous interviews and come armed to give well-rehearsed, prepared answers.

PLAN OF ACTION: Questions such as: If you were offered this job, what makes you think you would be successful in it?… What skills or expertise do you feel you are still missing?… What would your critics say about you?… How do you motivate yourself to complete a task you don’t love?… Who inspires you and why? Ask these questions and watch their body language. Some will break eye contact, perhaps a shift in their seat, maybe fold their arms over their chest etc. Sales pros are comfortable, and answer questions with passionate convictions. Ask challenging questions, and you will get great people. — David Richardson

This article originally appeared in the March 2016 edition of INSTORE.

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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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Dave Richardson

Sales Truths: Challenging Questions Get Qualified Employees

mm

Published

on

WHY IT IS TRUE: Prospective employees have heard all of the questions in previous interviews and come armed to give well-rehearsed, prepared answers.

PLAN OF ACTION: Questions such as: If you were offered this job, what makes you think you would be successful in it?… What skills or expertise do you feel you are still missing?… What would your critics say about you?… How do you motivate yourself to complete a task you don’t love?… Who inspires you and why? Ask these questions and watch their body language. Some will break eye contact, perhaps a shift in their seat, maybe fold their arms over their chest etc. Sales pros are comfortable, and answer questions with passionate convictions. Ask challenging questions, and you will get great people. — David Richardson

This article originally appeared in the March 2016 edition of INSTORE.

Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

Promoted Headlines

Most Popular