(By Loyd Ford) Congratulations! You’ve been charged with hiring a new high-impact seller and you’re fortunate because you’ve gotten some pretty good responses. It’s time to interview your potential sellers. You can only hire one. Where do you start? Maybe we can give you a few questions to think about adding to your interview process.
- Tell me how the last product you sold actually worked.
- What if you are in a situation where you have to choose: Meeting your sales goal or making your clients happy?
- How do you use creativity to generate leads?
- Do you use social media in your sales strategy? If so, please give me an example.
- Can you share with me several examples where you used creativity to close a sale?
- How do you keep from falling prey to negativity in sales?
- How would other sellers you’ve worked with describe you?
- Do you appreciate prospecting for new business more or maintaining existing relationships?
- Why do you want to sell here?
The Bonus 2
- Can you tell me about a time when you struggled because of rejection? How did you cope and overcome during this period?
- Can you describe our products that you are aware of today?
In sales today, your current sellers are important. If they are not, you have the wrong people on the bus. But you know that adding sellers when appropriate is both a risk and significant opportunity.
Investing in questions you ask potential sellers is a wise practice. We say it all the time: When is the battle often won? Before the first shot is fired. Hire slow and fire fast. And when you get the right people on the bus, treat them well and your success will be unstoppable.
Loyd Ford is president and chief strategic officer at Rainmaker Pathway Consulting Works (RPC). Reach Loyd at 864.448.4169 or [email protected].