Anticipate Objections Before You Interview
Over the next few weeks, we will examine the most common objections to a candidate’s background, and how to deal with those objections.
Here is a common one:
“You don’t have the experience calling on the Doctors in our field.”
Here is a suggested response:
“Joe, that’s exactly why you should hire me. At my previous position I had no medical sales at all and I made myself a success by cold calling, by researching my clients and developing good solid relationships. If I can do that with little or no training, imagine what I can do with your training.”
“Adrienne, you are right- I do not have experience calling on your targeted customers. But in a way that is an advantage to you. I do not have any preconceived ideas as to who will or will not buy from us, and therefore I will go everywhere to get the business. I will represent a fresh face in the Region. In me your are getting the best of both worlds- a successful sales background that you can train your own way. Have I alleviated your concerns?”
Your comments and questions are always welcome. Please check back for more updates.