Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

52 SELLING WITH EMOTIONAL INTELLIGENCE

FIGURE 5.2The Critical Mass Interview

Component 1: Competitive Drive

Question:Describe your life in college.

What did you do when money was tight?

(lifestyle / resourcefulness)

Question:Have you ever won a contest?

Tell me about it. (desire to win)

Question:Tell me about a time when your

back was truly against the wall. How did you

handle the situation? (dealing with

pressure)

Question:There are only 9 of these jobs in

my region and 190 in the country. Why

should you have it? (self-confidence)

Component 2: Achievementality

Question:Tell me everything you know

about this company. (does homework)

Question:What is the most money you have

made? Why only that much? (desire to

earn)

Question:What did you like least about your

last job? How did you stay focused?

(staying focused)

Question:Tell me about a significant goal

you’ve achieved in your life. How did you do

it? (goal oriented)

Question:In your life, tell me of a goal you

had and did not achieve. Why? (taking

responsibility vs. making excuses)

Component 3: Teachability

Question:What subject would you like to

learn about? Why haven’t you yet?

(curiosity, desire to learn)

Question:Tell me about an area you were

not good at on your last job. How did you

overcome it? (desire to improve)

Question:Tell me about an area in which

you taught others how to improve a process

or do a job better. (has taught others)

Question:Tell me about a big mistake you

made. How did you work it out? (learns from

errors)

Question:Talk to me about one subject you

know the most about. (knowledge

awareness)

Component 4: Wit

Question:If I told you that I changed the

title of this job to “Big Dope,” tell me why you

would qualify for it. (self-deprecating sense

of humor)

Question:If you were giving a presentation

in front of a client and five key decision

makers, and your crown fell out on the

table, what would you do? (spontaneous

wit/thinks on their feet)

Question:The first client you visit tells you

to “Get out!” and that your company is a

piece of crap. How do you respond?

(diffusing tension)