NONO TION TTION T _ ALENT AALENT A SS SALES SESSES When was the last time you Never = either they are sugarcoating or they are not taking SMENTSMENT lost a deal? enough risks with their prospects. If their answer indicates that it’s “too many to recall” that is another warning sign. What you really want here is for them to analyse themselves. If they are good at analysing what happened and why the deal fell through it shows that they are mature and indicates that they will be coachable. When was the last time you You want to know how people act under pressure. Is the were stressed and how did situation relatable or trivial? Do they seem strong minded you deal with it? or will they be easily thrown off by minor setbacks? Most sales candidates will not prepare for this answer so you will uncover real personal traits. When was the last time you Is the candidate a risk-taker or not? They should be, to took a big risk and it didn’t some degree. They have to be comfortable pushing their pan out? own boundaries. The risk itself doesn’t have to be related to selling, it can be anything in life. You just want to know that when this person sees an opportunity, they’ll go for it. Taking risks speaks to a killer instinct and a confidence that will translate really well in selling. 8181