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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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97 Years of Family History, One Right Decision: How Malloves Jewelers Found the Right Partner to Close with Grace

Marc Levin’s grandfather Max founded Malloves Jewelers in Middletown, CT, in 1928. Nearly a century later, Marc — the third-generation owner — knew it was time to retire. He’d watched friends and fellow jewelers navigate store closings with Wilkerson’s help, and their recommendations were hard to ignore. Once he connected with the Wilkerson team, the decision was clear. “They made me feel like family,” he says. Wilkerson’s team handled every detail day by day, kept Marc informed every step of the way and delivered results that met and exceeded his financial goals. Watch Marc share the story of Malloves Jewelers’ final chapter — and why he slept soundly through all of it.

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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

97 Years of Family History, One Right Decision: How Malloves Jewelers Found the Right Partner to Close with Grace

Marc Levin’s grandfather Max founded Malloves Jewelers in Middletown, CT, in 1928. Nearly a century later, Marc — the third-generation owner — knew it was time to retire. He’d watched friends and fellow jewelers navigate store closings with Wilkerson’s help, and their recommendations were hard to ignore. Once he connected with the Wilkerson team, the decision was clear. “They made me feel like family,” he says. Wilkerson’s team handled every detail day by day, kept Marc informed every step of the way and delivered results that met and exceeded his financial goals. Watch Marc share the story of Malloves Jewelers’ final chapter — and why he slept soundly through all of it.

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