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Sales Truths : Check and Evaluate Job Applicants’ Skills and Composure Under Fire.

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Sales Truths : Sales Truths : Check and Evaluate Job Applicants’ Skills and Composure Under Fire.

BY DAVID RICHARDSON

Published in the April 2013 issue.

WHY IT IS TRUE: Thinking on your feet is a critical sales skill. Measure your candidate’s ability by asking her one or two challenging and unexpected questions.

PLAN OF ACTION: Ask questions such as: “Tell me about your last performance appraisal. In what areas were you most disappointed?” and “How would your previous manager rate your ability to cope with last-minute changes?” Listen carefully to her answers, probe her responses, and fairly evaluate what you are hearing, and seeing in the way of body language. It’s not your job to like the candidate, but rather it’s her job to make you like her. — DAVE RICHARDSON

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When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

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Dave Richardson

Sales Truths : Check and Evaluate Job Applicants’ Skills and Composure Under Fire.

mm

Published

on

Sales Truths : Sales Truths : Check and Evaluate Job Applicants’ Skills and Composure Under Fire.

BY DAVID RICHARDSON

Published in the April 2013 issue.

WHY IT IS TRUE: Thinking on your feet is a critical sales skill. Measure your candidate’s ability by asking her one or two challenging and unexpected questions.

PLAN OF ACTION: Ask questions such as: “Tell me about your last performance appraisal. In what areas were you most disappointed?” and “How would your previous manager rate your ability to cope with last-minute changes?” Listen carefully to her answers, probe her responses, and fairly evaluate what you are hearing, and seeing in the way of body language. It’s not your job to like the candidate, but rather it’s her job to make you like her. — DAVE RICHARDSON

Advertisement

SPONSORED VIDEO

When Sales Beat Projections, You Know Wilkerson Did Its Job

There are no crystal balls when it comes to sales projections. But when Thomasville, Georgia jeweler Fran Lewis chose Wilkerson to run the retirement/going-out-of-business sale for Lewis Jewelers and More, she was pleasantly surprised to learn that even Wilkerson could one-up its own sales numbers. “Not only did we meet our goal, but we exceeded the goal that Wilkerson had given us by about 134%,” she says. After more than 40 years in the business, Lewis says she decided a few years ago to “move towards retirement.” And she was impressed by Wilkerson’s tenure in the industry. Overall, she’d recommend the company to anyone else who may be thinking it’s time to hang up their loupe. “As a full package, they’ve done a very good job and I’d definitely recommend Wilkerson.”

Promoted Headlines

Most Popular