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The Sales Whisperer® blog is a compilation of podcasts—The Sales Podcast and The CRM Sushi Podcast—How-To articles and videos, inspirational posts, a little humor, and a whole lot of common sense. Subscribe here to have Wes Schaeffer's musings sent to your inbox for free from time to time. It's the best way to keep your sanity in this world of flash, gimmicks, and goo-roos.

Christopher Croner Founded The DriveTest® So You Can Hire Right

Posted by Wes Schaeffer | January 14

Read your prospects to sell how they want to buy

Stream below or right click here to download the episode. 

[ LISTEN NOW ON ITUNES ]

Sales Tips you'll learn in The Sales Podcast...

  • SalesDrive
  • Finds the "hunters"
  • The DriveTest®, three non-teachable attributes = Drive
    • Need for achievement.
      • "A soldier will fight long and hard for a bit of colored ribbon." - Napoleon Bonaparte
    • Competitiveness
      • Peers
      • Win customers over to their point of view
    • Optimism (resiliency)
    • Drive is the easiest to fake in an interview and the most difficult to accurately rate
    • Assessment + interview questions
  • What makes a great sales person?
    • Persuasion
    • Organizational skills
    • Etc.
  • 5 keys in  
    • Conscientiousness: achievement orientation
  • Nature vs Nurture
    • Parents must hold their kids accountable
  • The cost of an under-performer can impact you negatively to the tune of 6-figures easily
    • His tests are just $200 so you can afford it, even if you're just starting out
  • Bigger companies need to streamline their interview process
  • He gives "forced choice" questions
  • Needs to also be a fit culturally
  • If they are low on need for achievement and competitiveness then their optimism can kill your company
  • Strong need for achievement helps balance them from being a bull in a China shop
  • Gut feel is still important. There must be chemistry.
  • Smart sales people will study how to interview and they'll take over the interview
  • This is like "Consumer Reports" for reviewing your candidates
  • You can teach people how to do a demo and connect with people
  • You must have the culture to manage the sales hunters
  • Look for candidates with external motivators like a mortgage and car payments
Grow your sales with Wes Schaeffer, The Sales Whisperer® and The Sales Podcast on iTunes

Listen To Previous Episodes of The Sales Podcast  

Support The Families of Our Fallen Navy SEALs

The Navy SEALs and their families need your help. Please donate to my Tampa Bay Frogman Swim here to benefit the Navy SEAL Foundation.

Links Mentioned In The Sales Podcast

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If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Now go sell something.

Topics: The Sales Podcast, Entrepreneur, Podcast, Social Entrepreneurship, Inbound Marketing, Christopher Croner

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Welcome to The Sales Whisperer®

Wes Schaeffer, The Sales Whisperer® helps you grow your sales. Sales | Marketing | Technology

Great marketing makes sales easy. Great selling makes great marketing possible. Great technology delivering great marketing and sales makes you rich. The World of The Whisperer is a community of doers, of action takers, of those who walk their talk. I'm thrilled that you are here. ~Wes Schaeffer

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