First things first – I’m not a Trekkie. But there is a good lesson from Mr. Spock in regards to qualifying. Basically, emotions kill good qualifying. What I mean is that salespeople who become emotionally shackled to a prospect or opportunity lose objectivity. Once objectivity is gone, the salesperson tends to abandon their selling system and rationalize reasons without pursing facts from the prospect directly.
The best salespeople we have encountered and assessed are the ones who are able to use their empathy to connect with the prospect and nothing more. They are able to build rapport yet stay emotionally detached so that stress, rejection, joy, anger and desperation do not affect their selling system. They stay on target and run their qualifying system.
Next time you are hiring a salesperson, look for these stoic qualities in their sales approach.
Ideally, contact us and we will assess the candidate for you.