Written by Sean McPheat |
Whilst we specialise in sales training, coaching and consultancy we are very frequently asked, and especially myself for some reason, to help with either the recruitment of or the selection of sales people for organisations. And to tell you the truth I love it because I have seen it all with this!
The best and most effective interview question that I ask really seperates the “Consumate Sales Professional” from the wannbe.
Want to know what it is?
Well, after I have asked a series of well planned out questions I start getting in to “What would you do if….” mode and then I reach for any item within touching distance, place it on the table and say…
“Please sell this object to me”
Now, what should you look for in the answer?
Well, all I want to know is whether they open with a question or whether they open with “Well, this item does this this and this and….”
If they ask a question to begin with then they have “passed” this little test and I’ll allow them to carry on to “sell” the item to me.
If they start puking up all over me with benefits and features, I’ll stop them in mid sentance and say “I don’t even want this product, so why are you telling me all this?” This proves a useful point.
Use it next time you interview someone and see what you get back!
Originally published: 22 August, 2007