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

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Published

11 years ago

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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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This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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Dave Richardson

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

mm

Published

11 years ago

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

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

Promoted Headlines

Most Popular