TOM HOPKINS是美国最知名的销售培训大师，他所著的How To Master The Art Of Selling 一书销量超过一百万册。书中的一个章节The Twelve Sources Of Sensational Selling Success讲述最优秀的销售人员的12个特点, 可以成为从事销售职业的人可以参照的标准。根据这些特点规划面试问题，也会有助于甄选优秀的销售人员。
The Twelve Sources of Sensational Selling Success
One. You know the Champions when they walk in the door. Just by looking at them, you know that you ‘re in the presence of a powerful force-people who have a purpose and are ready to carry it out to the fullest. They reflect a sense of unique individuality and a solid consciousness of worth that’s far more impressive than mere good looks.
Two. The Champions we’ve trained take tremendous pride in the profession of selling and in themselves as human beings. They base that pride on the serious way they have met their responsibilities and capitalized on their potential. They are proud, not only of what they do for a living-helping others-but also of their companies, their products, and the service they provide.
Three. Champions radiate confidence. Potential clients will sense your uncertainty and, even if you do a good job in presenting your product, buy from someone else. The people you come in contact with are moved by your belief, by the conviction and confidence you display in your offering. The preparation you need is having every tool necessary to help people make the yes decision, have faith in your worth and you’ll radiate confidence.
Four. The top people close warmly. This breed of enlightened salespeople qualify their prospects, care about their customers and make sure their clients get benefits from their purchases that outweigh the prices paid.
Five. Most Champions look to only one person for their self-assurance, and that one person is themselves. They are always careful to put their efforts into activities where they can be most effective. In everything they do, they believe in themselves and act with assurance.
Six. Champions want to get rich. There’s nothing wrong with getting rich as long as the people you serve along the way benefit.
Seven. A quality I can’t measure, but I know it’s always present in Champions, is the burning desire to achieve. If you have the potential to be a Champion, your answer will be that you don’t quit no matter how much pain and how many challenges you encounter, because those things are nothing compared with your desire.
Eight. I’ve discussed this point before, and I’ll discuss it again because it’s the very lifeblood of success. Champions learn what their fears are, then they attack what they fear and overcome it. Once they’ve done that, they radiate the confidence that comes only from overcoming fear.
Nine. A lot of salespeople are only up when everything else is. Their enthusiasm depends on other people and outside events. The champions know that no matter whether they’re having good or bad luck today, it will change-but what won’t change is their superior performance regardless of circumstances. They bring their own sunshine. They make their own luck. They don’t let little things bother them. If they have an irate client, they handle it. They solve the problem, then they move on.
Ten. The top sales people get emotionally involved with the folks they serve. They really care about their clients and this true feeling comes through loud and clear to the people they’re selling. That’s why they get a lot of referrals, most of people think of them because the technique of caring.
Eleven. Do you take rejection personally? Top sales understand that many prospects reject your product, not you as a person.
Twelve. This final characteristic of great salespeople is also true of their companies. They all believe in continuing education. They study technique. They learn new skills. The company encourage their employee to go to seminars and to read books on selling and people skill.
You never have to push Champions to invest in their minds. If you’re a Champion, you know that when you put better ideas into your brain, better performance will come out. You know that the place to start to improving your environment is inside your own skull. Invest more time, money and efforts into your mind, and finer things will start gravitating to you. Benjamin Franklin said, “Empty the coins in your purse into your mind and your mind will fill your purse with gold”.