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When to Interview the Sales Candidate’s Spouse

There are a couple of situations  when it makes good sense to include an interview with a sales candidate’s spouse. The first situation is when you’re seriously considering hiring a salesperson from a competitor.   The salesperson may be playing you off against his current employer for a raise. Asking to include the spouse in the hiring […]

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Hasty Hiring Decisions Can Be Costly

An article in the Harvard Business Review pointed out that 43% of hiring decisions are made within the first 4.8 minutes of the interview. Talk about the importance of a candidate creating a good first impression! If this is the case, why bother interviewing people for more than 5 minutes? The answer is because hasty […]

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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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Consider Doing a Two-Minute Sales Interview

Before you go investing a ton of time and effort in setting up and conducting a face-to-face interview, consider a two-minute telephone interview with the potential sales candidate. While this is particularly important if you’re considering investing in an airline ticket to fly someone in for a formal interview, that isn’t the primary reason for […]

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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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