How to Identify a Superstar Salesperson in 2 Minutes Flat

If you have ever tried to recruit for a salesperson, you will know how frustrating it can be.

We have been hiring sales people for the last 20 years and have used all sorts of techniques in our time. As soon as we came across this simple technique, the results of our recruitment process were transformed.

The first thing you need to do is to make sure that whatever process you use to generate candidates, you make it clear that you are interested only in the best. Average performers need not apply.

Once you have picked the top 10, schedule an hour in which you will have a pre-interview chat on the phone to assess their suitability. In the call you are going to ask them one question and one question only.

“Tell me what makes you better suited to this job than the other 9 people we are speaking to.” You are going to get all kind of responses at this point but they are completely irrelevant.No matter what they say, no matter how compelling an argument they present, and no matter how much you believe them, you are going to say: “I am sorry but I just do not think that you have the qualities we are after.”

The next part is critical. There is guaranteed to be a stunned silence, but it is important that you let the candidate make the next move. Do not say another word until they do.

If they ask why, just say that you haven’t heard the qualities you are looking for. Many candidates will give up at this point with a “Thanks anyway.” Some may even slam the phone down. The point is: if they cannot handle your rejection, how will they cope with your clients?

We are looking for people who go into super sales mode to provide you with even more evi¬dence as to why you should hire them. These are the people you will interview. These are the only ones who offer the potential to be Superstar Sales People.