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.
Too many salespeople don’t take the time to build relationships with prospects who could be future customers. They feel pressured to get the numbers this month (and they are).
I know it’s tough, but in sales you’ve got to work both sides of the street: get the quick sales when you can, but establish and build relationships for the long term sales tomorrow.
Don’t know how? Find your company’s top salespeople. Won’t be hard. There will only be one or two. Take them to lunch. Talk about selling. Ask about relationships. The best salespeople know that relationships are created by repeated contacts: visits, phone calls, emails, follow-up.
They can tell you so many good stories about their clients you’d be amazed, awed, and blowing milk out your nose from laughter. They have the skinny and dirt on everyone. They’re the best because they relate.
Have some cookies with your milk: Strong relationships have made and saved more sales than better products and cheaper prices.