{"id":1382,"date":"2008-01-17T08:01:50","date_gmt":"2008-01-17T14:01:50","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/use-anti-bonding-when-hiring-salespeople\/"},"modified":"2008-01-17T07:02:52","modified_gmt":"2008-01-17T13:02:52","slug":"use-anti-bonding-when-hiring-salespeople","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2008\/01\/use-anti-bonding-when-hiring-salespeople\/","title":{"rendered":"Use Anti-Bonding When Hiring Salespeople"},"content":{"rendered":"<p>Here is an interesting article from Columbia Business Times titled <a target=\"_blank\" href=\"http:\/\/columbiabusinesstimes.com\/viewarticle.php?transferid=1089\">The Mysteries Of Hiring Salespeople Unlocked<\/a>.\u00a0 Good title.\u00a0 The short article has some excellent advice and some marginal suggestions.\u00a0 From the excellent column (emphasis mine):<\/p>\n<blockquote><p>3. Unlearn your present interviewing system. First, throw away the hiring profile assessment you are using now (are you using one?), and instead find one that measures sales skills, adversity, toughness and, most important, whether this applicant will sell for you in your industry. Second, remember this applicant was someone else\u2019s salesperson. Salespeople who \u201cturn over\u201d get good at giving you answers you like to hear. <em>Third, instead of using your natural bonding skills, try \u201canti-bonding\u201d\u2014making the applicant work extra hard to bond with you. After all, isn\u2019t that what your prospects will do? You want stronger salespeople? Become a stronger interviewer and \u201cunlearn\u201d what you did yesterday.<\/em><\/p><\/blockquote>\n<p>Exactly.\u00a0 We use this exact approach when phone screening sales candidates and it is most effective.\u00a0 Prospecting is difficult and the prospect typically doesn&#8217;t answer the phone and say, &#8220;Thank goodness you called me.\u00a0 How much is it and who do I make the check out to?&#8221;<\/p>\n<p>If you have ever cold called, you know that the prospects tend to be standoffish, unhelpful and terse.\u00a0 A strong salesperson has to break through that wall.<\/p>\n<p>So why do so many interviewers gush with enthusiasm, help the candidate with their responses and try to establish rapport themselves?\u00a0 The better approach is to take an &#8220;anti-bonding&#8221; position initially and observe the salesperson in action.\u00a0 The strong ones clearly stand out at this stage.\u00a0 Make them work a bit, don&#8217;t be effusive and observe how easily you can smoke out the pretenders.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Here is an interesting article from Columbia Business Times titled The Mysteries Of Hiring Salespeople Unlocked.\u00a0 Good title.\u00a0 The short article has some excellent advice and some marginal suggestions.\u00a0 From the excellent column (emphasis mine): 3. Unlearn your present interviewing system. First, throw away the hiring profile assessment you are using now (are you using one?), and instead find one that measures sales skills, adversity, toughness and, most important, whether this applicant will sell for you in your industry. Second, remember this applicant was someone else\u2019s salesperson. Salespeople who \u201cturn over\u201d get good at giving you answers you like to hear. Third, instead of using your natural bonding skills, try&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2008\/01\/use-anti-bonding-when-hiring-salespeople\/\">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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[16,25],"tags":[231,1762,230,232,212,211,229],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-mi","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1382"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1382"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1382\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1382"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1382"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1382"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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