Topic: Salespeople
Answer: This is a problem for SME’s that we have encountered many times over many years. These empty promises lead nowhere other than to frustration, costs and wasted time but too many businesses make the same mistake over and over again. You should look to interview salespeople working on key criteria that evaluates them on their ability to sell effectively and their skills and processes – a good technique is to ask questions like – ‘Tell me about a time where you used your negotiation/ sales skills to turn a prospect from negative into positive’’ – ‘How do you go about structuring an effective sales visit/ call’’ – ‘’What do you think are the attributes of a good salesperson’’. On the latter the ability to listen actively after asking open questions is a key factor. In our experience the best listeners who listen to customer/ client needs and requirements and then come up with the appropriate solutions are the ones that score heavily – you will find some useful information on sales excellence in our Knowledge Hub under Sales – let us know how you get on….