*** SALES SHRINKING *** continued…

If you haven read part one yet…you should.

So the last monster post got you all excited about hiring a super hero sales person for your business, or it should have 😉

Let’s finish it off…

The ad has gone out and a few have replied through email or phone calls, I like a mix so I can see how they handle themselves in both mediums.

But the sure fire way to hire a super hero is reject them before they even get to the interview stage do this in a phone conversation. Tell them that you don’t think they are up to it, they wouldn’t be right for the job because you are looking for that unique individual who becomes more effective in the face of adversity and you’re not sure that’s them. Thank them for their time.

Now two things will happen,

  1. the ones that are not right for the job will crumble right before you and disappear off never to be heard of again.
  2. the one you are looking for will not take no for an answer and maybe even challenge you by telling you that you are wrong. This is exactly who you want.

This is a very powerful exercise in finding people strengths and weaknesses quickly.

The interview stage is a peach, but sadly too long for a post like this but here is just a snapshot of what I’ve done in the past.

***My pre-screening phone conversation:***

ME: Okay, you read the ad and it said ”don’t apply unless you’re the best” so tell me why should I interview you?

THEM: Well…pause…can you tell me about the job

ME: That’s a long conversation which I could go into at a later date if I feel you’re someone I want to interview. So tell me why should I interview you?

THEM: Well…pause…let’s see I’ve been in sales about 2 years and I like meeting clients and talking to them about their requirements and if the product is good I can generally sell it.

ME: I’m really not hearing it.

THEM: Hearing what?

ME: Super hero, top sales person, someone I really need to meet.

THEM: You’re not

ME: Nope!

THEM: Well…pause… I guess you would know then

ME: Yep

THEM: Well ok then, thanks very much…bye

PLANK!!

What this tells me, if they meet a prospective client in the field they will give up too easily when told ‘no’. They won’t take rejection well.

The first two minutes tells me if I have someone who will be in the trenches with me or will bugger off at the first sign of it getting hard.

This is what I want to hear:

ME: Okay, you read the ad and it said ”don’t apply unless you’re the best” so tell me why should I interview you?

THEM: Well…pause…can you tell me about the job

ME: That’s a long conversation which I could go into at a later date if I feel you’re someone I want to interview. So tell me why should I interview you?

THEM: OK, in my last job I had just started but in just a couple of months I out sold the top guy, and I had never sold shoes before. I was bringing in bigger accounts than all of them put together. In six months I was out selling people who had been there for years.

(Notice they started selling straight away, instinctively)

ME: Sounds good, but I’m not hearing top performer

THEM: Maybe turn your hearing aid up!

Sounds funny, but a similar thing was really said to me and I hired them on the spot, no face to face interview.

***So what’s the moral of this tale?***

Some of us can see this type of person as having too much confidence or a big ego or being arrogant and dismiss them as just that. But you would be missing a fantastic opportunity to bring a super hero into your business and help you grow it beyond your wildest dreams.

What you have to guard against is false bravado, I have seen this a few times. I have hired people who on the face of it seemed perfect for the role but when the crunch came they crumbled and buggered off. This normally happens when sales are good, but when they slow down that’s when the problems start, usually with excuses.

One thing you MUST absolutely do…reward your super hero handsomely.

If you don’t they will be gone.

You have to make it crystal clear how you will reward them…basic pay with fantastic commission, stake in the company…doesn’t matter what it is you just have to offer enough and be clear about it.

***What Next?***

I could go on…

* How to manage a super hero

* How to keep them motivated

* What if they want to leave?

The list is endless but if you would like to know more or like me to help you recruit your next super hero give me a shout and I’ll see what I can do 😊

Now I have to be clear, the DISC system and all the secret squirrel stuff I’ve talked about here is what I’ve learned through reading, watching, listening and lots of trial and error over a very long time.

I don’t profess to be a super hero on brain scanning shit…you need others that are far more qualified for that.

But what I do know is this works and it really does find the right person for the right job, with a bit of modification depending on the role as this is based on a salesperson.

If you’re looking for a great sales job DM me and we can talk…but now you know what to expect better make sure you’re up to it 😉

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