LISTENING EXPERTS

When You Should Take No For An Answer

The best sales representatives out there have many redeeming characteristics, but the most successful sales reps are experts at one thing- LISTENING.  There is a natural tendency to talk too much in trying to get a point across, but if there’s one thing that a customer or hiring manager cannot stand is a pushy sales rep who does not listen to what is being said.

When I prepare a candidate for an interview, I usually do a role play regarding closing for the next step in the process.  This will entail a scenario where the candidate is asking me (the manager) to schedule the second interview.  So the candidate will close, and I will say, “Well, Melissa, I’ve got 3-4 people to interview tomorrow and I will get back to you or your recruiter by Friday.” So naturally Melissa, being a great rep and not taking no for an answer, presses further,  And I repeat, “Melissa, I really appreciate your persistence, but again, I want to interview these other candidates and I will get back to you by Friday, I promise.”  And so Melissa, being a great rep and not taking no for an answer, presses again.  And I say, “Melissa, I told you twice that I will get back to you by Friday- ok?”

Hypothetically, Melissa has blown the interview.  That is why I role play with my candidates.

Here’s the rule of thumb.  If you hear the same objection twice in a row it is a legitimate objection.  Let it go.  Thank the manager and leave.  (Make sure you send a follow up note).  Pressing a manager further only gives the impression that you are not a good listener and could actually ruin your chances of landing that position.  I have seen this happen time and again in my 35 years of medical sales recruiting.

This is one time when you should take no for an answer!

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