Tag Archives: Interviewer

Don’t Lead the Witness

Too many untrained interviewers hear what they want to hear and subconsciously ask questions that get them the answers they want instead of uncovering truths. In a court of law, this process would be called leading the witness. Asking leading questions that predispose the sales candidate to give you answers you’re seeking is a waste […]

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Using Auditions Instead of Role-Plays

Here’s an interesting way to find out if a sales candidate really knows how to sell or is just telling you he does. Anybody can talk a good talk but can they walk the walk. Here’s a neat way to find out. Get the candidate to audition for you. An audition is simply an extension […]

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