ANTICIPATE

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.”

or…

“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.