Hiring talented sales people is vital for your Organization’s success. Without your product or service moving to the consumer’s world, you have zero revenue. Sales are your future.
The best in your field have strong problem solving, relationship building, and follow through skills. IQ, EQ, and XQ, respectively.
IQ refers to an individual’s current knowledge along with their capacity to adapt and develop. Those who excel at sales are worldly and inclusive. They ‘live’ their product. These people are continually learning about their industry. Such professionals are exciting to know.
EQ or emotional intelligence is an essential interpersonal attribute. It’s the ability to connect and resonate with people. Top performers are astute relationship builders. They make the purchasing experience gratifying for the buyer.
XQ is following through and getting the business. Sales masters execute. They close the customer. Making things happen is why sales is such a wonderful profession. You are always creating new opportunities and moving ahead.
Hiring talented sales people is vital for your Organization’s success. Without your product or service moving to the consumer’s world, you have zero revenue. Sales are your future.
The best in your field have strong problem solving, relationship building, and follow through skills. IQ, EQ, and XQ, respectively.
IQ refers to an individual’s current knowledge along with their capacity to adapt and develop. Those who excel at sales are worldly and inclusive. They ‘live’ their product. These people are continually learning about their industry. Such professionals are exciting to know.
EQ or emotional intelligence is an essential interpersonal attribute. It’s the ability to connect and resonate with people. Top performers are astute relationship builders. They make the purchasing experience gratifying for the buyer.
XQ is following through and getting the business. Sales masters execute. They close the customer. Making things happen is why sales is such a wonderful profession. You are always creating new opportunities and moving ahead.
When assessing perspective candidates for your team, frame your interview questions around these three IQ, EQ, and XQ components. For example:
1) Please take 10 minutes and tell me about your professional background and experience.
2) Describe one of your recent sales setbacks and what you learned from it.
3) Give an example of how you create rapport and a buying environment.
4) What would a difficult customer be like for you and how do you deal with them?
5) What common objections do you encounter and how do you address each reservation?
6) How do you close sales and get people to make the purchase?
In recruiting, assessing, and developing sales people, IQ, EQ, and XQ are literally your keys to ongoing success.
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