One of the hardest and most stressful hires to make is a salesperson. Why? Because an interview with a prospective sales hire is a pitch. He’s pitching you to win the job.
During a typical interview with a salesperson, he’s on his best behavior. He tells you the right things and shares only the best parts of his background. Rather than painting a complete picture, the interview narrows the lens, providing you with a mere glimpse of this person. This is why we’re often disappointed when the guy we interviewed is not the one who shows up on Monday morning.
Scott WintripHow to Hire Salespeople Who Know How to Sell
More people fail than succeed at selling staffing and recruitment services. One element that raises the level of difficulty is that we sell the only product on the market that can change its mind. The bigger, underlying issue, however, is not the product but the approach to selling itself.
Buyers, be they candidates buying into opportunities or hiring managers acquiring the services of the talent we represent, always believe themselves but only sometimes believe those who sell. Yet, most people who sell to these buyers attempt to convince them to buy.
By letting the better salespeople sell and the better closers close, which are always the clients and candidates, sales and margins quickly increase, as does the reputation of our industry. This simple approach simply requires facilitating conversations that allow these buyers to do all the convincing that they need what you have to offer.
Knowing this, why would we sell any other way, unless making things hard on ourselves is the real, ultimate goal.
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Scott WintripSelling is Simple…So Why is it So Hard?