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Hub You - Top 5 Follow-Up Strategies When Interviewing Salespeople
Gerald R. Ford said “If I went back to college again, I’d concentrate on two areas: learning to write and learning to speak before an audience. Nothing in life is more important than the ability to communicate effectively.”It’s the number one skill that’s guaranteed to position you head
5. Observations – Often you can make an observation or provide information that invites or almost re
You can see him sitting hours on end at his drafting table, his drawing lights on, gesticulating, talking to himself translating the images that the client conveyed into tangible and workable designs.Architects are planners and builders. Their craft takes into consideration the availabil
Increasingly, in today’s world, more and more importance is being placed on asking the applicant to give specific examples, and this is certainly a classic and extremely effective method of following up.
But there are other aspects of following up that are often overlooked. Here are 5 additional follow-up strategies that you can utilize instantly in your interview approach and that will multiply the amount of information you can obtain from the applicant:
1. Questions to elicit more specific answers – These are the typical questions journalists might ask: Who? What? How? When? Where? Why? How much? How many? And, of course, “Can you give me an example?”
2. Questions that focus on what has not been answered – For example, if you ask about the applicant’s work history and they do not mention a gap of two years in their r?sum?, you can ask about that gap.
3. Non-specific questions or statements designed to get the applicant to expand on their answers – My two favorites are: “Tell me more about that” and “What do you mean?” Sometimes, simply commenting on an applicant’s response can have the same effect (“Really?” or “That’s interesting”).
4. Reflections – One classic interview method is to “reflect,” mirror back, or summarize what the applicant is saying or implying. This communicates either that you want to make sure you understand him or her clearly, or that you have a question about what they have said. For example, if the applicant says, “I’m great at sales closing,” you could respond (with a slight questioning in your voice), “You feel you’re really great in sales closing?”
5. Observations – Often you can make an observation or provide information that invites or almost req
In today’s high speed world where information moves at the speed of light across the country, electrician jobs go unfilled for lack of qualified, talented individuals. There are entire websites and head hunting personnel firms that specialize in finding qualified, educated electricians for larg
But there are other aspects of following up that are often overlooked. Here are 5 additional follow-up strategies that you can utilize instantly in your interview approach and that will multiply the amount of information you can obtain from the applicant:
1. Questions to elicit more specific answers – These are the typical questions journalists might ask: Who? What? How? When? Where? Why? How much? How many? And, of course, “Can you give me an example?”
2. Questions that focus on what has not been answered – For example, if you ask about the applicant’s work history and they do not mention a gap of two years in their r?sum?, you can ask about that gap.
3. Non-specific questions or statements designed to get the applicant to expand on their answers – My two favorites are: “Tell me more about that” and “What do you mean?” Sometimes, simply commenting on an applicant’s response can have the same effect (“Really?” or “That’s interesting”).
4. Reflections – One classic interview method is to “reflect,” mirror back, or summarize what the applicant is saying or implying. This communicates either that you want to make sure you understand him or her clearly, or that you have a question about what they have said. For example, if the applicant says, “I’m great at sales closing,” you could respond (with a slight questioning in your voice), “You feel you’re really great in sales closing?”
5. Observations – Often you can make an observation or provide information that invites or almost re
Boring - that’s the last word we want to hear in our training evaluations! There can be many reasons why our students feel that way. A common reason for boredom and confusion is providing too much information.What factors contribute to this? Perhaps we want to show that we understand the
2. Questions that focus on what has not been answered – For example, if you ask about the applicant’s work history and they do not mention a gap of two years in their r?sum?, you can ask about that gap.
3. Non-specific questions or statements designed to get the applicant to expand on their answers – My two favorites are: “Tell me more about that” and “What do you mean?” Sometimes, simply commenting on an applicant’s response can have the same effect (“Really?” or “That’s interesting”).
4. Reflections – One classic interview method is to “reflect,” mirror back, or summarize what the applicant is saying or implying. This communicates either that you want to make sure you understand him or her clearly, or that you have a question about what they have said. For example, if the applicant says, “I’m great at sales closing,” you could respond (with a slight questioning in your voice), “You feel you’re really great in sales closing?”
5. Observations – Often you can make an observation or provide information that invites or almost re
When we raised the steel import tax a few years ago it hurt many manufacturing sectors who used steel in their production. It also hurt smaller companies, which use steel in their products. US Steel prices have cost our team thousands of extra dollars due to the import taxes that were imposed.
4. Reflections – One classic interview method is to “reflect,” mirror back, or summarize what the applicant is saying or implying. This communicates either that you want to make sure you understand him or her clearly, or that you have a question about what they have said. For example, if the applicant says, “I’m great at sales closing,” you could respond (with a slight questioning in your voice), “You feel you’re really great in sales closing?”
5. Observations – Often you can make an observation or provide information that invites or almost re
A reader recently commented that my articles didn't "wow" her.Well, of course not -- my intention is not to impress or dazzle people!My goal is to provide useful information. And useful information can often be "unglamorous" because it is ... well... so utilitarian.For inst
5. Observations – Often you can make an observation or provide information that invites or almost requires an applicant to respond. For example, “Well, you know, in this job, more than 70 percent of your time would be on the phone making cold calls, and it’s not easy to do.” Then wait for a response.
If you add these follow-up methods to how you already interview, you will find that you will obtain more information and more valuable information that can help you make the best hiring decision.
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