Measure Optimism - when interviewing Sales/Marketing people

Dr. Croner found from analyzing hundreds of sales people is
Those who are optimists tend to be better sales people.

When interviewing sales/marketing candidates, it is extremely
Important that we weed out candidates who don’t have an
optimistic outlook.

By the time they are twenty, they either have
it or not. This is not something company can invest in to train.

He recalls a story where – one sales person gives away easily
when they feel the person is not ready to buy.
The optimist sales person takes it as a challenge to convert
the marginal prospects into customers. They are the ones
that are successful in the longrun.

Imagine if we had a sales & marketing team that believed
in our products value, and they believe that every prospect
meeting the target profile can be made to purchase – if they
can be shown the light.

These optimists believe, the only reason the target prospect
did not purchase is because they have not been educated enough.
They hate fail, so they look at ways they can get the message
across to close the deal.

____

Remember – everyone that interviews top candidates is also
selling. You are selling the opportunity the job in our company.

In hiring, you should also be optimistic in getting the right
person wanting to join us. You should have the attitude if the
candidate is saying NO, it is only because we have not convinced
them,


5 Minute Interview
Optimism: The Key to Winning in Sales, featuring an interview with Chris Croner, Principal of Sales Drive, LLC
http://tinyurl.com/asdlagh

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