I’ve been asked by many in sales management what are some key questions they should ask an applicant for a sales position? Here’s three I’m always interested in.
- Why do you want to be in sales? This is a seemingly innocent question and maybe that’s why it works. You’ll get some funny responses, some quizzical looks, and some stammering replies.
- Why do you want to sell our service or product? You will discover if they’re looking for a paycheck or if they have a passion for your product. Also, if they’ve done their homework.
- How do you plan on finding new customers? This is a deal killer.
Consider it done: The job doesn’t belong to those who can do it. It belongs to those who want to do it and who will do it.
The following is an excerpt from Sales Calls are Auditions – 45 ways to get a callback:
What’s the best way to get customers to pay attention during the presentation?
- Tell stories
- Give handouts before you start the presentation
- Stick strictly with the features, advantages, and benefits package
(1) “In the beginning….” Stories always get people’s interest because they’re forced to pay attention, they’re entertained with the plot, and they’re on the edge of their seats to learn the outcome.
One of the easiest ways to bring a point home is to put it into story form. Tell about one of your other customer’s conflicts and how you rode in on your white horse to save the day with your proposed service or product. People remember stories better than they remember facts and figures. Plus, it’s easier to tell the story to others.
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