-Stand up-your tonality is better, you’ll be less anxious and less distracted <\/p>\n
-Qualify the next step – no fuzzy phrases (“I’ll think it over”)<\/p>\n<\/blockquote>\n
In the end, you need to be able to answer (well) this question from the prospect: <\/p>\n
\nWhat do you know about our company?<\/p>\n<\/blockquote>\n
We use a modified approach when phone screening candidates. We ask them how their skills and experience fit the criteria listed in our ad. The Rock Star pulls his hair out on some calls since it is obvious the respondent does not recall the ad nor do they have it in front of them. Since our phone screens are prescheduled, we’re always a bit concerned about salespeople who do not have the ad available during the call.<\/p>\n","protected":false},"excerpt":{"rendered":"
Some more general points from this morning’s cold calling discussion: Some other items to consider: -Be positive – it is only a phone call -Stand up-your tonality is better, you’ll be less anxious and less distracted -Don’t get verbal diarrhea -Have a hook, don’t try to do a data dump -Qualify the next step – no fuzzy phrases (“I’ll think it over”) In the end, you need to be able to answer (well) this question from the prospect: What do you know about our company? We use a modified approach when phone screening candidates. We ask them how their skills and experience fit the criteria listed in our ad. The Rock Star… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16,9],"tags":[],"class_list":["post-1186","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-j8","jetpack-related-posts":[{"id":678,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-contradicting-ad\/","url_meta":{"origin":1186,"position":0},"title":"The Contradicting Ad","author":"Derrick Moe","date":"February 20, 2007","format":false,"excerpt":"I read a short sales ad for a Sales Rep that was only 7 sentences long. But the brevity of the ad did not stop the author from being unconsciously contradicting. The open: Person must be an achiever, with excellent communication skills. Previous Marketing and Sales experience is a must\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":773,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/ad-writing-essentials\/","url_meta":{"origin":1186,"position":1},"title":"Ad Writing Essentials","author":"Lee Fratzke","date":"March 24, 2007","format":false,"excerpt":"Over the past week there have been more articles than I care to count on how to write an effective job ad - none of which are written with sales positions in mind. When it comes to sales, you need to think a bit differently. Let me give you an\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1222,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/an-encouraging-ad\/","url_meta":{"origin":1186,"position":2},"title":"An Encouraging Ad","author":"Derrick Moe","date":"October 5, 2007","format":false,"excerpt":"I haven't seen this approach in a long time: No online or email applications. Call (XXX) XXX-XXXX. That line is from a sales ad I read this morning. I love it. Start with the phone screen and move on from there. You notice that a phone call means they are\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2099,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/09\/the-opening-impression\/","url_meta":{"origin":1186,"position":3},"title":"The Opening Impression","author":"Derrick Moe","date":"September 4, 2009","format":false,"excerpt":"This is the opening sentence from an email caught by my junk filter: Sorry for not having the pleasure of knowing your mindset before making you this offer as it is utterly hell confidential and genuine by virtue of its nature. \u201c\u2026utterly hell confidential\u201d is a new construction for me.\u00a0\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":895,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/simple-sign-of-a-schmoozer\/","url_meta":{"origin":1186,"position":4},"title":"Simple Sign Of A Schmoozer","author":"Lee Fratzke","date":"May 7, 2007","format":false,"excerpt":"I'm working through many phone screens today and came across a respondent who displayed one of the hallmarks of a schmoozer. A question I often like to lead with is some variation of this: \"Give me an overview of your skills and how they would fit into this position based\u2026","rel":"","context":"In "Screening"","block_context":{"text":"Screening","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/screening\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":234,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/phone-screening-tip\/","url_meta":{"origin":1186,"position":5},"title":"Phone Screening Tip","author":"Derrick Moe","date":"August 15, 2006","format":false,"excerpt":"We use phone screens extensively in our sourcing activities. The first advantage to this approach is that it removes some biases from the interviewer. Second, it neutralizes a candidates ability to pour on their rapport-building skills. Thirdly, it is a much shorter time commitment than an in-person interview. I could\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1186","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1186"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1186\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1186"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1186"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1186"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}