Page 122 - Boost Your Hiring

108 Boost Your Hiring IQ

ANSWERS
The Strongest Answer
(C) This is the strongest answer because it gives a great deal of
specific information. It provides a good example of how the
candidate used a sales technique that involved listening skills
which is important in qualifying a customer’s needs. Other
skills that are mentioned are determination and the ability to
follow up, which are important skills for anyone in a position
that requires relationship building.
The answer also indicates this is a likeable person who even
builds relationships with a customer who did not intend to buy
from him. Further questions regarding customer relationships
and successful results through communication will determine
if this is a pattern of behavior or a single success story.

The Mediocre Answer
(A) This answer gives only a sample of a technique used to influ-
ence without the specifics of an actual success. In order to find
out if this person is all bark and no bite, you will need more in-
formation about his communication technique. Try to find out
if he is capable of listening to both sides without being influ-
enced by one or the other. To learn more about this person’s
behavior, try asking, “Could you describe a situation in which
you arrived at a compromise that both sides felt were good?”

The Weakest Answer
(B) This answer is weak, not because of the answer itself but be-
cause it does not give a concrete example of winning over the
major decision makers. The candidate claims she has the “abil-
ity to make my point and to influence decisions.” Even if this
person is the best candidate, she has presented her information
without facts to back her claim. By asking more questions and
probing further, you can determine if she has the skills that you
are seeking in a candidate.

RATE YOURSELF
If you chose answer (C), give yourself 5 points.
If you chose answer (A), give yourself 3 points.

If you chose answer (B), give yourself 0 points. _____