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The idea of “Promote Me This Pen” was seen within the movie, The Wolf of Wall Avenue and was even mentioned on the hit TV present Shark Tank. Many suppose it’s a gross sales approach that may decide whether or not somebody is actually a salesman. Nevertheless, I discover that notion absurd as a result of there are not any real-life conditions the place such an thought would ever be efficient.
Within the movie, Jordan Belfort asks Bo Bodnick to promote him a pen. Bo says, “Do me a favor and write your title down on a serviette.” “I don’t have a pen!” Jordan says. “Precisely,” Bo responds, pulling out his personal pen and handing it to him. “That is provide in demand.” Think about if an individual have been to ask you to write down your title on a serviette, however you had no pen in sight — wouldn’t it appear weird in the event that they tried to promote you a pen?
The reality is, there isn’t any demand as a result of the one️ particular person asking on your title on a serviette is the one who truly has a requirement. What rational particular person would permit themselves to get bamboozled into shopping for a pen they don’t want? If this labored (in the actual world), you’d see pen salespersons all over the place asking folks to write down their names on napkins in order that they might get wealthy.
For the reason that “Promote Me This Pen” shouldn’t be an efficient interviewing technique, listed here are three interview strategies that work:
Salespeople learn books
When interviewing potential salespeople, ask them concerning the books they’ve learn just lately. Self-help, motivational or gross sales books may help potential candidates hone their abilities for this particular job. If a candidate can’t title one in every of these studying assets throughout an interview course of, then it is best to disqualify them as a result of that particular person shouldn’t be who must be representing your model. Your subsequent prime vendor will tick off all kinds of titles with out even pondering twice.
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Salespeople be taught from books
Among the finest methods to find out if a potential salesperson might be efficient is to ask them what they discovered from one in every of their favourite self-help books. Though simply saying that you just’ve learn and applied one thing after studying it sounds good on paper, many pretenders can’t bear in mind something concerning the ebook in query when requested this sort of interview query. You’ll know rapidly whether or not somebody may be trusted with your corporation by asking them this difficult, but efficient inquiry throughout an preliminary job interview.
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Actual salespeople inform tales
An actual salesperson will inform you of their most up-to-date profitable sale. When asking the potential candidate to share a narrative, those that aren’t closers may be nervous and attempt to suppose up one on the spot. A real nearer will not have any bother bending your ear with tales of how they received decision-makers signed on dotted strains.
These three questions might be far simpler at separating the gross sales pretenders from the closers than a “Promote Me This Pen” gimmick.
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