| |
| Behavior |
Question: |
| Ambition/Drive: |
| Their heroes
demonstrated clear
purpose,
enthusiasm,
character and
persistence. |
Who are your
heroes from the
past? Why have you
chosen them in
particular? |
| Customer
service |
| Can handle all
types of
customers, is not
intimidated by
aggressive
customers, does
not becomes
emotional with
them, divorces
their attitude
from the sales
issues involved. |
Tell me about
the most difficult
customer you have
had as a broker?
Why was he/she
difficult? How did
you handle them? |
| Is energetic and
successful in
expanding network
of customers. Can
initiate
communications
with customers by
questioning and
satisfying needs
thus building
healthy
professional
relationships. |
Can you explain
how you contact
and initiate
communications
with customers?
Give me some
recent examples. |
| Maintains
regular contact
with customers,
makes sure
customer is happy
with
service/product,
is a problem
solver and
opportunity
generator for
them. |
Tell me about a
customer with whom
you have built a
strong
relationship? How
did you do it? |
| Inventiveness |
| Enthusiastic to
discuss and debate
sales methods with
work colleagues,
wants to develop
innovative new
systems and styles
of working. |
How often do you
discuss and debate
with fellow brokers
about sales
methods and
processes? |
| Pressure |
| Can perform
their sales skills
in pressurized
conditions with
equal
effectiveness if
not more so. |
Give me an
example of an
occasion when you
used your
broking
skills in a highly
pressurized
situation? (i.e.
needed to reach
sales target,
major client was
going to leave
etc) |
| Problem
solving abilities |
| Look at things
from the customers
point of view;
wants genuinely to
solve their
problems; has a
solid history of
successful problem
solving at the
highest level. |
Tell me about a
recent sale that
best demonstrates
your ability to
solve a customer's
problem? |
| Sales
ability |
| Constantly
seeking to improve
their sales skills
by learning from
their mistakes,
responding
positively to
feedback and
learning from
specialized sales
training and
product knowledge
courses. |
What steps have
you recently taken
to improve your
sales skills? |
| Too low a rate
will suggest very
poor self-belief.
Too high a rate
may suggest a
level of arrogance
that may be
resistant to
suggestions of
improvement. |
How would you
rate yourself as a
salesperson on a
scale from 1 to
10? |
| Recovers easily
from rejection,
does not avoid
situations where
rejection might
occur, especially
cold calling; sees
each rejection as
a step bringing
them nearer to
success. |
How have you
dealt with
rejection in the
past? Can you give
me some examples? |
