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Ep 19Sales & Interviews: Incredibly Powerful Tactics
1:25

Career & earning · 1:25

The goal of an interview is to get somebody to like you

Andrew Singer

Ep 19Feb 7, 2022

Sales & Interviews: Incredibly Powerful Tactics

with Andrew Singer

The goal of an interview is to get someone to like you in a very short amount of time.

Andrew Singer

More moments · 6

1:22
If you try to get somebody to say no, you'll probably make the sale
1:30
How much of sales is listening? Exactly 18 minutes speaking, 42 listening
0:48
Why Zappos offers new hires $2,000 to leave after day one
0:59
The rule that tells you when your sales day is done
1:04
Jack Welch's biggest career challenge? Hiring
1:27
He failed 9 interviews until he heard one hard truth

Try this · top 3

Quotes

“Of every hour, a salesperson should never speak for more than about 18 minutes.”

Andrew Singer

“If you're able to listen to somebody, you become their friend, you become somebody they begin to trust.”

Andrew Singer

“No one hires people they don't like. They just don't.”

Andrew Singer

“If you picture the person interviewing you as the most respected person in your world, you will never do anything wrong socially.”

Andrew Singer

“A negative comment is worth everything if you can handle hearing it.”

Andrew Singer

Takeaways

  1. 1 He ran a window business for six months, broke even and walked away. "Just say no" when something isn't working.
  2. 2 When a prospect clearly isn't interested, politely getting up to leave (the "pushback") often breaks the ice. It only works when sincere.
  3. 3 Question-based selling: open with something specific and relevant to them, not slides about yourself.
  4. 4 Blast emails and ads get low returns. Referrals and phone calls work best. Research on LinkedIn, then reach out personally.
  5. 5 Being outgoing doesn't make a good salesperson. Owners who sell well themselves are often poor judges of sales hires.
  6. 6 Jack Welch said hiring was his hardest job and he got it right about half the time, so use structured interviews.
  7. 7 For a startup, the first salesperson matters a lot. An experienced second-career salesperson can be a good fit.
  8. 8 Being respectful, listening and staying sharp gets you most of the way in an interview. Your resume and answers make up the rest.
  9. 9 Rejection is part of sales. Treat it as a numbers game with a pipeline and a daily goal.
  10. 10 Pitch a sponsor on who your audience is and what results they've seen, not just how big it is.
  11. 11 In corporate jobs a recognized college degree usually opens the door. Big companies offer training, benefits and a department for almost any skill.
  12. 12 He found his company respectful of Shabbos, yom tov, kosher food and his yarmulke.

Full episode

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