Bring to mind the last sales candidate you interviewed. Did he/she move the interviewing process along? How did they close the “sale”? What you experienced is likely how they would interact with your prospective customers if you hire them. Yielder Sales Call Reluctance is the #1 type of Call Reluctance and the most costly. The sales candidate who yields what is in their best interest, will likely yield to the assertive customer. Yielder type behavior shows up as being friendly, folksy and all about the relationship. Relationships are important, however, top salespeople discipline themselves to know that they don’t get a relationship bonus — they get paid when they make a sale.
How do you know the degree of yielder behavior when you are interviewing a candidate? Find out by giving them the SPQ Gold Assessment. You will find out if they will ask the tough qualifying questions, stay within their sales process and ask for the sale.
Connie Kadansky, Sales Call Reluctance coach helps employers take the guesswork out of hiring salespeople through the use of the SPQ Gold Assessment, the only assessment in the world that measures Sales Call Reluctance. email@example.com 602-380-5431