Sales, in its most basic form, is convincing others to change their behavior. One of the aptitudes we use to objectively assess this important trait is Influencing Others.

Influencing Others
This is the capacity to convince others - to present ones viewpoint in such a way that it is accepted by another person.

A salesperson with strength in this capacity can not only see but talk from another’s point of view. A salesperson who has the ability to understand other’s objections and concerns can then respond to them in an effective manner.

A weakness in this area can indicate a salesperson who is insensitive to others - not knowing what they want to hear. This weakness can also be generated by having excessive role confidence and in thinking that the other person needs to hear what they think is important.

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Posted By Derrick Moe | Aptitudes, Assessing, Hiring Salespeople | |