Billy whispers “My daddy is so strong he can lift a horse.” Drew replies “Oh yeah, prove it.”
Excellent salespeople are persuaders. They love to influence people and to get prospects to say “yes.” When you are interviewing sales candidates, how do you know when someone is exaggerating and embellishing? Most salespeople are disciplined enough and honest enough not to stretch the truth too far. . . however, when it comes to asking them about their past performance and their prospecting, I encourage you to get objective proof of past performance.
The SPQ Gold assessment has a measurement for impression management. It lets you know whether your sales candidate is attempting to spin the assessment and look a little bit better on paper than they may do prospecting.
Connie is conducting a free webinar on the Inner Game of Prospecting: How to Overcome Sales Call Reluctance on September 22, 2010 at 9:00 a.m. pacific time. Please email her for an invitation. She will be covering the SPQ Gold Assessment.