Posted on 02/05/2019 at 10:00 AM by Tom Hamilton, SPHR
Six Critical Factors in a Sales Person - Part 3, Integrity
Although integrity is almost impossible to discern in an interview, it is absolutely essential in reputable selling. Most interviewers are unable to discern the psychological attitude of integrity, and a good salesperson will tell you exactly what you want to hear in an interview! Some people are born with the psychological attitude that they can do or say anything that best serves their purpose, regardless of whether it is true or potentially damaging to someone else. To make matters worse a salesperson with low integrity is much like a chameleon...the type of individual that can look you or the customer in the eye and lie and you'd never recognize it was not the truth. Just think of it this way; if your salesperson promises more than your service or product can deliver or a sales person falsifies pricing information, potential customers will simply not do business with you.
Conclusion: Remember, candidates have the innate ability to read you as an interviewer and adjust his or her behavior to give you the answers you are looking for. The achiever is an instrument that accurately measures both mental aptitudes as well as the psychological attitude toward integrity...an essential fact that you need to know before hiring any candidate. The achiever assessment is a legal, objective and consistent way of selecting the best performers for any job.
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