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Weaknesses to Avoid when Hiring Salespeople

Weakness	Symptom
Need for Approval	Salesperson is usually non-confrontational, unlikely to ask tough questions, avoids hearing a "no" and takes too many stalls and put-offs.
Non-Supportive Buy Cycle	Salesperson will tolerate from his prospect similar behavior including "think it overs", the need to "shop", looking for the lowest price, conducting research or procrastinating.
Emotionally Involved	Salesperson is caught off guard and experiences temporary panic or excitement.
Self-Limiting Record Collection	When these records contradict basic selling techniques the failure to execute learned behavior will cause paralysis.
Uncomfortable Talking About Money	Salesperson does not learn how much money prospects will actually spend. He fails to get prospects to come up with money that they have not yet admitted to having.
Low Money Tolerance	When prospects say, "that's a lot of money" the salesperson understands and fails to see it as a problem.
Outlook Problem	You will be given complaints and excuses and you will observe attitude problems and a low self-esteem.
Lack of Commitment	The salesperson lacks the incentive to perform tasks that are uncomfortable.

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