In this video I am going to teach you 4 sets of questions good sales people must ask in an interview in order to determine if they actually want the sales job.
In my life I’ve operated several different sales positions. I’ve sold TVs at Best Buy in high school. I ‘ve been a telemarketer for health insurance in college. I’ve sold Mercedes-Benz. And I’ve sold consulting engineering solutions. I’m an engineer myself.
With that experience I can make one surprising observation:
Good sales people can’t help 90% of businesses grow.
A good sales person can sell anything, anywhere, but not in any amount.
For a good sales person, the hard part isn’t the selling, it’s working for an organization that is structured in such a way that is scalable.
I believe businesses operate in one of two ways.
More than 90% are “Buy From” businesses, which have a product or service that the market buys from them for any number of reasons.
Less than 10% of businesses “Sell To”, which means they have a specific product or service which has been designed and developed for a specific market need. “Sell to” businesses have verified proof of concept. At the time of the interview they are scaling their existing sales process to increase their market share.
In this video I am going to teach you have to identify which type of business that is interviewing you.
Life can be good or bad in either type of business.
In “Buy From” businesses, life needs to be good within the first year or so. To double your year 1 income in a buy from business you’re either relying on market factors beyond your control, or you need to make foundational changes to the way the business operates. This is beyond your scope as a sales person and even if you have this ability it is almost never worth your time energy or effort.
In “Sell To” businesses, doubling your year 1 income is within your control. The challenge is many “Buy From” businesses believe they’re “Sell To” businesses and present themselves this way, but they’re not. So I’m going to give you a specific set of questions which will allow you to make the distinction.