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5 Minute Interview – Hire Salespeople Who Will Sell

Posted by Tony Cole on Thu, Oct 15, 2020

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone? If your salespeople have to be like most salespeople, they must:

  • Reach out to prospects in the marketplace by phone. Yes, there is email, and LinkedIn and Facebook etc. but eventually to schedule an appointment, most sales people have to pick up the phone to initiate the relationship or continue the relationship beyond a click on an article.
  • Be able to deal with people who are busy and generally don’t like to talk to salespeople, don’t like being interrupted and are not waiting by the phone waiting for your sales expert to call them.
  • Be able to speak clearly and concisely
  • Communicate exactly why the person on the other end of the phone should keep listening and perhaps invite them to visit
  • Have the skills to take control of a conversation by asking meaningful questions that will cause the other person to stop and really listen
  • Be memorable, engaging, thoughtful and easy to talk to
  • Convince the listener that it would be a mistake to not meet or it would be of great benefit if they did meet

    hiring-great-people_

What is the best way to find all of that out and when is the best time to figure that out? As soon as you can. And that is why we recommend the 5-minute interview.

The interview takes about 7 to 10 minutes, but I want you to tell all candidates that it’s only going to be 5 minutes. Why?

  • You want to create an environment that is going to be similar to what they face when they actually call prospects.
  • You want to get a feel for how they respond to pressure and challenging questions:
    • Mary, thanks for calling in, we have about 5 minutes so let’s get started. You saw and read the job attraction post. What makes you think you’re a fit?
      • Mary will give you standard answers about how successful and dedicated she is.
    • To which you replay: Mary I’m going to talk to 3 other people this morning I’m pretty sure I’m going to hear the same thing.
    • The job attraction post requires hunting, so you ask Mary if that describes her.
      • She will give you the right answer and pass the intelligence test with a ‘Yes’.
    • You respond with – how would I know that? If I followed you around for 30 days how many new appointments would we go on?

You get the point. This is uncomfortable for you probably because is sounds so aggressive. Well that is pretty much what the phone call will sound like for Mary, Joe, Bob or Jane when they start making calls for you when you hire them. Again, when do you want to know that they can or cannot handle challenging perhaps difficult prospects?

Finally, you need to find out if your candidate can close. You must close your part of the conversation by informing the candidate that you will be interviewing additional candidates and will be making calls to invite qualified people in for an interview. If they hear from you then they’ve made the cut, if not you wish them the best of success. Stop and wait. If the candidate does anything to continue the conversation or asks something like, what do I have to do to make that cut?, then give them points. Depending on how the resume and the assessment results, you may or may not invite them in. If they do not attempt to close to get invited in for an interview, then chances are they won’t close for an appointment with a prospect.

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Topics: recruiting sales people, Interviewing, 5 minute interview, hiring better sales people

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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