Business Daily from THE HINDU group of publications
Thursday, Jun 18, 2009
ePaper | Mobile/PDA Version | Audio | Blogs
Business Daily from THE HINDU group of publications Thursday, Jun 18, 2009 ePaper | Mobile/PDA Version | Audio | Blogs |
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Brand Line
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Books Columns - Book Mark Identifying ethical salespeople 
Mind-Read Your Customers: Using insights from psychology to increase sales and build a better business David P. Snyder How to select ethical salespeople? Look for someone who is confident without being cocky, advises David P. Snyder in Mind-Read Your Customers: Using insights from psychology to increase sales and build a better business ( www.jaicobooks.com). The author provides two sets of questions, as help. First, to know if the candidate is confident: “Does the person smile? Does he have energy? Does he have warmth? Does he show controlled enthusiasm? Is he well groomed? Is he proud of his accomplishments? Does he have a competitive streak? Is he polite?” The next set is about the ‘not cocky’ part, as follows: “Does she seem genuinely interested in what you have to say? Has she taken any notes? Has she responded to your comments with thoughtful responses? Does she talk about her past success in a level-headed way, without bragging?” If the answers to these questions are positive, and the candidate seems not to have lied, exaggerated, or falsified credentials, then chances are he or she will treat your customers the same way, says Snyder. The ethics of any company are only as weak or as strong as the ethics of every single salesperson who represents that company out on the street, he reasons. Ready takeaways. More Stories on : Books | Book Mark
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