Hire Top Sales Talent With This Process
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- Learned sales in timeshares
- The ethics didn't sit well with him
- Have some give-and-take in the conversation
- It's not 100% questions
- The Hollywood Sales Method in three acts
- Discover the desire
- Build the belief
- Figuring out the next steps
- Use new metaphors/analogies to feed back to the prospect to "parrot" them without being a mirror image
- This requires practice to make it become second nature
- Find the common personality traits of sales candidates
- Look for sales reps whose parents were in sales
- Common tongue = mind. Native tongue = heart.
- Great salespeople are already employed
- Mark looks for a sore spot with the salesperson for "passive recruiting"
- Sophisticated vs. unsophisticated buyers
- Socioeconomics
- Education
- Personality profiles
- Job history
- Age
- High-end salespeople are usually 100% commission via 1099 ($8k to $15k)
- On-target earnings are key
- Maybe appointment setters are on salary
- No resumes
- Roll-play is key in interviews
- Show they can take you on the buyer's journey
- Prove they can apply pressure without being pushy
- Split test your new-hires
- Don't have closers do outbound
- Salespeople are lazy so if you treat them right they'll be loyal
- Team-building and culture-building are important
- To create trust, be consistent
- Mastery of sales is mastery of yourself
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