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Beware of Salespeople Who Interview Well

Hiring a salesperson who interviews well is an easy trap to fall into. The person is usually a charmer. He’s answered every question eloquently and in depth, giving you far more information that you asked for. He’s articulate, witty, personable, and obviously knows his stuff. Maybe, maybe not. You may have just been sold. You […]

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Beware of the “Halo Effect”

Did you ever meet someone who you took an instant like to? That’s because the person you’ve just met subconsciously reminds you of someone you know and it’s called the "halo effect." Whatever qualities you attribute to the person you know are transferred to the person you’ve just met. This is an all-too-common and dangerous […]

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Don’t Discard Badly Written Resumes

While it makes a lousy first impression, just because a candidate doesn’t express himself or herself well on paper shouldn’t be the sole reason for eliminating the person from the competition. Not every good salesperson has a great grasp of the written word or can spell well, but they may be able to sell up […]

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Beware When Hiring Extroverts

For some reason, employers fall into the hiring trap of assuming that extroverts make the best salespeople. Some do, many don’t! Why? Because extroverts are so outgoing, they often talk "at" people instead of "to" them and this annoys many people, particularly introverts. Too many extroverted salespeople take the approach of, "Let me tell you […]

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They Can Read, But Can They Write?

If a candidate’s writing skills are an important part of the job qualifications, don’t count on the resume or covering letter as being any indication of his or her writing abilities. In this day and age, many people are getting professional assistance in putting together their resumes. What you see is most likely the creative […]

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