{"id":56110,"date":"2019-10-02T07:34:04","date_gmt":"2019-10-02T12:34:04","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=56110"},"modified":"2019-10-02T07:34:04","modified_gmt":"2019-10-02T12:34:04","slug":"gathering-giving","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2019\/10\/gathering-giving\/","title":{"rendered":"Gathering > Giving"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<h4 class=\"\">This statement is going to sound blunt, but gathering information is always more important than giving information in a selling process. &nbsp;This truth may sound counterintuitive to the stereotypical sales process. &nbsp;However, it is crucial to understand this approach.<\/h4>\n<p class=\"\">The stereotypical thought is that good talkers make good salespeople. &nbsp;I hear this conventional wisdom every week when dealing with sourcing sales candidates. &nbsp;It is a well-established belief and it is completely wrong. &nbsp;Strong salespeople are more closely related to adroit investigators -they ask good questions, pursue the right topics, and drill down on ambiguous responses.<\/p>\n<p class=\"\">The ability to understand this approach is to first realize who is running a qualifying conversation. &nbsp;Is it the person talking or the person asking the questions who is controlling the conversation? &nbsp;If you answered the person asking the questions then you are correct.<\/p>\n<p class=\"\">The person asking the questions is controlling the topics, choosing the depth of the topic discussion, and gathering the information needed to determine if they have a real prospect or not. &nbsp;The only way to accomplish these tasks is to allow the potential prospect to share information. &nbsp;Now granted, prospects are not always eager to share all information and, dare I say it, some prospects (all?) don&#8217;t always tell the truth. &nbsp;The prospects use stalls, objections, misdirection, commissions, etc. to refrain from telling the salesperson all of the details needed to qualify the opportunity. &nbsp;The prospects&#8217; approach is the reason you must find skilled salespeople to handle qualifying potentially deceptive prospects.<\/p>\n<p class=\"\">The conventional wisdom in sales hiring is to find &#8220;good talkers.&#8221; &nbsp;I cannot count how many times I have been told that a referred sales candidate would do well in a sales role because they are loquacious in speech. &nbsp;A good conversationalist maybe, a word salad bloviator no. &nbsp;The first trait to locate in a sales candidate is their questioning ability tied to their listening ability. &nbsp;You can see these traits in action if you spend 30 min. on a phone screen with them. &nbsp;You will see their conversational ability in person and, more importantly, you will observe how they question and control a conversation.<\/p>\n<p class=\"\">You can follow up your findings regarding a potentially strong sales candidate with an in-depth assessment. &nbsp;The assessment will tell you how they prefer to communicate, what drives their decision-making and what natural abilities they have for accurate listening. &nbsp;This approach, in concert with an effective phone screen, will help you find stronger, skilled salespeople.<\/p>\n<p class=\"\" style=\"text-align: center;\"><strong><span style=\"color: #ffffff;\"><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/assessing\/\">Gather More Today<\/a><\/span><\/strong><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>This statement is going to sound blunt, but gathering information is always more important than giving information in a selling process. &nbsp;This truth may sound counterintuitive to the stereotypical sales process. &nbsp;However, it is crucial to understand this approach. The stereotypical thought is that good talkers make good salespeople. &nbsp;I hear this conventional wisdom every week when dealing with sourcing sales candidates. &nbsp;It is a well-established belief and it is completely wrong. &nbsp;Strong salespeople are more closely related to adroit investigators -they ask good questions, pursue the right topics, and drill down on ambiguous responses. The ability to understand this approach is to first realize who is running a qualifying&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2019\/10\/gathering-giving\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":56590,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"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":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[9,15],"tags":[257,142],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/10\/Listening.png?fit=560%2C315&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-eB0","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/56110"}],"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=56110"}],"version-history":[{"count":3,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/56110\/revisions"}],"predecessor-version":[{"id":56591,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/56110\/revisions\/56591"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/56590"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=56110"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=56110"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=56110"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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