Continuing on from part 1 this short interview Maya and Eliza talk about using SIP – the Sales Inventory Profile – to recruit people who can really sell, and why this is.
Maya: So Eliza, you’ve journeyed from not selling to selling, you’ve entered in an industry that you didn’t have any significant background in…what would you recommend to other people who are thinking of the same thing?
Eliza: I would highly recommend you find out if you can cold call, first and foremost. Because if you can cold call, then you are more than half right there. So, that’s the first thing I will recommend because if you can’t there’s plenty of other sales positions where you don’t need to make cold calls, whether it’s real estate or in other industries. There are jobs out there that you can still sell without that cold call but if you want to move into real estate particularly as a listing agent, you need to know if you can.
Maya: And how do you find out?
Eliza: You have to use SIP. That’s the only way you that you can find out if you can cold call. It’s the only accurate measuring tool that can tell you that.
Maya: SIP is a profiling system that allows you to see if you have the inherent attributes to sell even if you’ve never sold before like Eliza and allows you to identify whether you should be in a new business cold calling environment or more in the account management, or in retail which is sort of half way. What’s your recommendation to businesses looking for sales staff?
Eliza: My recommendation to businesses is, cold calling is critical to business growth. For you to have a staff that can’t cold call it means that you won’t be growing. You need to find out if the people that you’re recruiting can cold call and the best way to do that is to use SIP.
Maya: What would you say to people…I’ve often spoken to business owners who say, well I don’t cold call, so how can I possibly make them do it?
Eliza: I would say to business owners that say that, you’ve had the experience; you’ve been in the industry for a long time so you won’t need to cold call. You’ve already built the relationships. When someone comes in new into the industry, they need to cold call to build relationships. They need to fill that funnel, and it’s the only way to do it. If they can’t cold call, don’t take them on.
Maya: Right. So it is as simple as that. If they can’t cold call, don’t take them on. You as the business owner might have 5,10, 20 years experience and a reputation and a client base. They have a telephone. They need to be able to pick it up.
Eliza: I also remind them when they say that to me, to cast their mind back to when they first started. I’m almost 100% certain they would cold call to build that client base in their area, and to build the reputation they now have.
Maya: Right but like with all things that are painful and difficult in our lives, they’ve wiped it from their memories, right?
Eliza: That’s right. They’ve forgotten. They absolutely have forgotten.
Maya: There are no shortcuts.
Maya: If you’re in a cold calling environment, it’s the phone and real estate is a cold calling environment to get the listing.
Maya: Eliza, thank you for your time.
Eliza: Thank you, Maya.
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