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When hiring salespeople, make them give you 35 reasons why they want to work...

At sometime during the recruitment process, ask the candidate to write down 35 reasons why they want to be a salesperson within your company. Allow up to 15 minutes for this process alone. I’ve conducted this exercise with hundreds of sales consultants. A common theme is that by the time they reach around the 15th reason they get stuck. Why? Because the first 15 reasons are typically high level and relatively easy to communicate.

Don’t try to close the sale, without ‘reversing’ it first

The most common mistake sales consultants make is to assume they know what their clients want. By asking the right questions, you’ll uncover your clients’ buying strategy and find out if you can deliver the goods. And the best part is you can finally throw out that crystal ball.

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