Hiring the Salesperson, Part Four

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In the first three tips on Hiring the Salesperson, we covered preparation, motivation and prospecting.

In this tip let’s take a look at sales techniques.

There are a multitude of different sales approaches and techniques. Some of them may be just right for your business, some may not. Some actually may inhibit sales if used in your business.

We need to find out what your sales candidate knows and what he is comfortable using. Again it’s a good idea to take some notes here.

“Frank, what are the different sales techniques you are familiar with?”

After he answers, continue with, “Of those, which are you the most comfortable using?”

And then, “Okay, I understand that. How would you apply that sales approach to selling our widgets?”

Some salespeople are very committed to a particular sales approach. If that is the case and you determine that that approach is not a good fit for your product (or services), then you should probably keep looking.

Yes, you could ask Frank, “Are you willing to learn a completely new sales technique for selling our widgets?” and if Frank is willing, then that could work.

However, before you embark on a training program that has its own costs, be sure Frank is truly willing to learn your new approach.

How could you determine that? You could ask him if he’s been put through other sales training programs and how he performed as a result. If he comes back to his “tried and true” sales approach, he may not be willing to learn yours.

One interesting thing to consider here. If Frank has a singular approach to sales and has an impressive (and ideally verifiable) sales history using this approach, then maybe you might consider Frank on a pilot basis. He may get in there and sell up a storm for you. If so, then perhaps your other salespeople might take a look at what Frank can teach them.

As the law varies in each area, please check with an attorney to ensure you are applying these tips within the law.

Our three minute video will help you hire the right people.

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