Finding the Perfect Salesperson for Your Chiropractic Practice (or any business)
Hiring a team member who will do an exceptional job of selling your services can be a daunting task. In most offices, the team members multi-task, so selling is only one of a number of tasks at which the team member must be proficient. So, it’s imperative for you to decide exactly which tasks need to be completed by the person you’re hiring. If selling is going to be the most vital task to be performed, here are some considerations that will help you hire an effective, exceptional, talented person for the job:
Find someone who is outgoing, enjoys people contact and loves to have conversations. You can have a potential hire take a social style survey on my website CLICK HERE. The results of this test will reveal whether your potential hire is likely to enjoy selling and excel at it or not
During the job interviews, ask the candidates what feelings come up them when they think about selling, sales, salespeople, etc. If their feelings are positive, they will have an easier time learning to sell
Ask the candidates to tell you in two minutes or less, why they would be an ideal person to hire to sell your services. The interview itself IS a sales conversation, so if they do a great job answering your question, they might be the perfect hire. After the candidates answer your question, tell them that you don’t think they’ll be a good fit and see what they do. If they just say OK and get up to leave, they may not be the best hires. If they ask you why you think they aren’t a great fit, and give you reasons why they are, they may be a tremendous hire. You don’t want your salespeople to give up when there’s an objection
Ask candidates how well they’re able to memorize and how they feel about scripts. If they say their memories aren’t good or if they say they don’t want to use a script, do NOT hire them. Scripts are absolutely essential for success in selling
Ask whether the candidates are looking for a long-term position or just something to do on a temporary basis. Carefully examine their resumes for a multitude of short-time positions in the past and question them about those. Salespeople can be tempted to change jobs for a multitude of reasons
Once your hire your perfect candidate, it’s important to give them the training and guidance they need to sell your services effectively. You can get a ton of help from Red Cap Sales Coaching’s Elite Sales Academy program for Chiropractors and their teams. Check it out now by CLICKING HERE
Oh, and one more thing, when you hire a great person, if you want to retain them long term, do not micromanage them. Salespeople will not stay with you if you do!
Wishing you good hiring and good selling!!