{"id":38,"date":"2006-05-18T16:58:33","date_gmt":"2006-05-18T21:58:33","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=38"},"modified":"2006-05-18T16:58:33","modified_gmt":"2006-05-18T21:58:33","slug":"lost-art-of-the-phone-screen","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/lost-art-of-the-phone-screen\/","title":{"rendered":"Lost Art of the Phone Screen"},"content":{"rendered":"

The phone screen is making a comeback, as well it should. We talk extensively about the sequence in which a strong sales hiring process occurs. Step 3 is the phone screen which comes before the in-person interview. The main thrust of this approach is to neuralize the candidate’s advantages while placing them in a sales prospecting scenario.<\/p>\n

What is one strength that is almost universal in all salespeople? Rapport-building. Granted, there are some who lack even this ability but the vast majority of salespeople have some skills in this area. Unfortunately, even the bad salespeople can have enough of this ability to make themselves appear stronger than they are in the interview. A salesperson with little selling ability (i.e. prospecting, qualifying, closing) but strong rapport-building skills is your basic schmoozer. They are all hat and no cattle.<\/p>\n

The schmoozer’s best move is to land an in-person interview with the hiring manager. This meeting allows them a chance to size up the manager while using their excellent in-person skills. As socially gifted as they are, this skill does not automatically lead to success in selling.<\/p>\n

The phone screen is a terrific neutralizer. The schmoozer still has tools to use on the call, but they are greatly reduced. The phone screen is a difficult call for a highly skilled salesperson but it truly handcuffs the schmoozer.<\/p>\n

Some important aspects of a well-crafted phone screen:<\/p>\n