We've covered a lot of ground in previous posts, and if you've done your
home work, you are ready to interview. Because you have a written job
description or key results document, developing questions will be easy.
Here are a few tips:
Ask questions, then shut up. Really. Since we're in sales we are
familiar with the talking side of a transaction. In this case, keep
your words to a ratio of 80% listening, 20% talking.
Plan your questions. Write 1 or 2 questions to represent each of
your key results. For example, you want someone to schedule inspections
and post them on your calendar. Ask the candidate about how they are
with time management or past responsibilities in scheduling for others.
Focus on finding actual experiences rather than what they would like to
do.
Follow up their answers with, "Tell me more." Really dig in on the
qualities that are most important to successfully filling the position.
Write down key components to the candidates answers. Look for
repeated phrases and words. What did you discover about the candidate?
Think about it.
Interview several times. Every one's at their best in the first
meeting. Repeated visits to your office for additional interviews,
visiting your sales meeting, and interviews with others in your office
help you to get a sense of the candidate's normal demeanor and energy
level.
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