of free training, just like you’ll find in the book. To buy the book now, click on

的免費培訓，就像你在書中找到的那樣。現在購買本書，請點擊

the buy button on the right and watch this video later. After you buy the book, come

右邊的購買按鈕，以後再看這個視頻。買完書後，請來

back to this page and enter your information, and in addition to this training video, I’ll

回到這個頁面，輸入你的資訊，除了這個培訓視頻，我還將

give you another 30 minutes of free recruiting training as a bonus for having bought the

給你另外30分鐘的免費招聘培訓，作為對你已經購買的獎勵

book. It is recruiting training that will radically change the way you recruit salespeople.

書。它是招聘培訓，將從根本上改變你招聘銷售人員的方式。

It is training that my clients are paying thousands of dollars for. It further answers

這是我的客戶花了幾千美元買來的培訓。它進一步回答了

the question, “What are the traits of the best salespeople.” Congratulations on wanting

的問題，"什麼是最好的銷售人員的特點。"恭喜你想要

to learn to recruit the best salespeople. Get ready to learn how to select the best

來學習招聘最好的銷售人員。準備好學習如何選擇最好的

from the rest. Everybody who is recruiting salespeople wants to know these 3 things:

從其他的人中脫穎而出。每個招聘銷售人員的人都想知道這3件事。

where do I find the best salespeople to interview, what are the traits and skills of the best

我在哪裡可以找到最好的銷售人員來面試，最好的銷售人員有什麼特點和技能？

salespeople, and what tools and questionnaires do I use to look for the traits and skills.

銷售人員，我用什麼工具和問卷來尋找特質和技能。

The information I am about to give you is a sample of what’s in the book which has

我將要給你的資訊是書中的樣本，其中有

been endorsed by over 20 great sales trainers like Jeff Gitomer, Brian Tracy, Jay Conrad

被超過20位偉大的銷售培訓師認可，如Jeff Gitomer、Brian Tracy、Jay Conrad。

Levinson, Tony Allessandra, Jill Konrath and Jim Cathcart and many more. This is a sample

萊文森、託尼-阿萊桑德拉、吉爾-康拉斯和吉姆-凱斯卡特等人。這是一個樣本

of the training that helped one of my clients increase sales by 70% in one year, just by

的培訓，幫助我的一個客戶在一年內增加了70%的銷售額，僅僅是通過。

using this system to recruit better salespeople. You can view many testimonials below from

使用這個系統來招聘更好的銷售人員。你可以查看下面的許多推薦信

managers in a wide range of industries or go to my Linkedin profile to see over 30 endorsements

或到我的Linkedin檔案中查看超過30個代言人。

of this training. Today, I am going to begin to answer the question, “What do I look

的這次培訓。今天，我將開始回答這個問題："我的眼神是什麼？

for in the best salespeople.” I’ll show you why people make the mistake of hiring

為最好的銷售人員。"我會告訴你，為什麼人們會犯錯誤，僱傭了

someone they like, and then finding out later that they can’t sell. Before I answer that

他們喜歡的人，後來發現他們不能賣。在我回答這個問題之前

question, I want to talk about Henry Ford. He didn’t invent the car. He invented a

問題，我想談談亨利-福特。他沒有發明汽車。他發明了一個

system of production that made the car affordable to the common working person. His contribution

的生產系統，使普通勞動者也能買得起汽車。他的貢獻

to mankind was efficient productivity. He created a system with Knowledge, Tools and

給人類帶來的是高效的生產力。他創造了一個以知識、工具和

Skills. That’s what this book is all about. It’s a recruiting system that gives you

技巧。這就是這本書的意義所在。這是一個給你提供的招聘系統

knowledge of human behavior, recruiting tools and recruiting skills. Master this system

人類行為學知識、招聘工具和招聘技巧。掌握這個系統

and you will begin to recruit superstars and become a great coach. Here is the system.

你將開始招募超級明星，成為一名偉大的教練。這就是系統。

After we find enough people to interview we move them into stage 1, Screening. We screen

當我們找到足夠多的人進行面試後，我們就進入第一階段，篩選。我們篩選

their resume, then by phone, by email, in-person and check references. We use structured interview

然後通過電話、電子郵件、面談和檢查推薦信。我們使用結構化面試

questions in this stage to help us measure for the top traits and skills. Then, in stage

在這一階段的問題，以幫助我們衡量最高的特質和技能。然後，在這個階段

2, we use the science of a personality questionnaire. I use the Craft Personality Questionnaire,

2、我們採用科學的人格問卷調查。我使用的是工藝人格問卷。

the CPQ, to give me an accurate read on their hard-wired personality traits. In stage 3,

讓我準確地讀出他們的硬性性格特徵。在第三階段

we conduct a final in-depth interview to help us get a final measure on the candidate’s

我們會進行最後的深入面試，以幫助我們對候選人進行最後的衡量。

strengths and weaknesses. All along the way we use the Matching/Score Sheet to score all

優勢和劣勢。一路走來，我們使用匹配/評分表為所有的人打分。

of their traits and skills. Each stage gives us 20% of the information that we need to

的特點和技能。每個階段都給我們提供20%的資訊，我們需要

make a great hire. As you can see, this system is a balanced approach. We’re not just using

做出一個好的僱傭。正如你所看到的，這個系統是一個平衡的方法。我們不僅僅是用

interview questions, or just a personality assessment. It’s all of these tools working

面試問題，或者僅僅是性格評估。所有這些工具都在工作

in concert with each other that helps us measure each candidate’s strengths and weaknesses.

互相配合，幫助我們衡量每個候選人的優勢和劣勢。

After we hire someone, we know what to coach. Having a system like this is useless unless

我們請了人之後，就知道該怎麼教了。有這樣的系統是沒有用的，除非

we know exactly what the top traits and skills of the best performing salespeople are.

我們清楚地知道表現最好的銷售人員的首要特徵和技能是什麼。

This brings us to the question, “What do we look for in the best candidates?” Over

這就給我們帶來了一個問題，"我們在最佳候選人中尋找什麼？"完

the past 11 years of working with sales mangers to recruit salespeople, my business partner,

過去11年與銷售經理合作招聘銷售人員，我的業務夥伴。

Lance Cooper, and I have discovered the 5 Dimensions of the Best Salesperson Profile.

蘭斯-庫珀和我發現了最佳銷售人員簡介的5個維度。

When you create a profile on Facebook or Linkedin, you put information about yourself on your

當你在Facebook或Linkedin上創建個人檔案時，你將自己的資訊放在你的

profile for the world to see. You put your best foot forward. You work to impress. That

讓世界看到你的形象。你把你最好的一面展現出來。你的工作給人留下深刻印象。那是

is what candidates do when they interview to come to work for us. Our job is to see

是應聘者在面試的時候，來我們這裡工作。我們的工作是要看到

through the spin and get to the real person. If we don’t know what to look for, then

通過旋轉，得到真正的人。如果我們不知道要找什麼，那麼... ...

we don’t really know the difference between the all-talk-no-action salesperson and the

我們真的不知道全口無言的銷售人員和全口無言的銷售人員之間的區別。

great salesperson. We are emotional beings. When we’re faced with a decision, if we

優秀的銷售人員。我們是情緒化的生物。當我們面臨一個決定時，如果我們...

do not have the knowledge to make a decision, our default way of making that decision is

在沒有知識做決定的情況下，我們做決定的默認方式就是

to use our emotions. When we don’t have a recruiting system based on knowledge, tools

來使用我們的情感。當我們沒有一個基於知識、工具的招聘系統時

and skills, we use our gut to make hiring decisions. We hire people we like. We measure

和技能，我們用我們的直覺來做招聘決定。我們僱用我們喜歡的人。我們衡量

for all five dimensions in order. If a person does not pass the test on the first one, we

為五個維度依次進行。如果一個人在第一項上沒有通過測試，我們就會

stop the selection process and move on to the next person. We look for Attitudes first,

停止選拔過程，轉到下一個人身上。我們首先看的是態度。

then Motivations, then Character Traits, then Personality Traits and then Sales Skills.

然後是動機，然後是性格特徵，然後是個性特徵，然後是銷售技能。

I’m going to briefly cover these 5 dimensions in the rest of this video. If you buy the

我將在接下來的視頻中簡單介紹這5個維度。如果你購買了

book and come back to this page and enter your information along with your purchase

書，然後回到這個頁面，輸入你的資訊以及你的購買。

code, I will give you more free training that will go into these 5 traits in greater detail.

碼，我會給你更多的免費培訓，會更詳細的介紹這5個特點。

Let’s first talk about Attitudes. Top salespeople have 2 attitudes. First, they have a passion

我們先說說態度。頂尖的銷售人員有2種態度。首先，他們有一種激情

for solving the problems of their customers using the product they are selling. Secondly,

為解決客戶使用其銷售產品的問題。第二，

they have a positive image of themselves as a salesperson. If you sell insurance and financial

他們對自己作為一個銷售人員有一個積極的形象。如果你銷售保險和金融

services, you must recruit people who have a passion for helping people make the hard

服務，你必須招聘有熱情的人，幫助人們做出艱難的。

decision to purchase a product that protects people from an unexpected financial disaster

決定購買一個保護人們免受意外財務災難的產品。

and to make financial plans for the future. If you sell wireless phones and devices, you

併為未來制定財務計劃。如果您銷售無線電話和設備，您

recruit people who have a passion for helping customers buy communication, convenience and

招募熱衷於幫助客戶購買通信、便利及

entertainment. If you sell products to businesses, you must recruit people who have a passion

娛樂。如果你把產品賣給企業，你必須招聘有激情的人。

for helping your customers use your product to increase your customer’s profits and

用於幫助您的客戶使用您的產品，以增加客戶的利潤和。

gain more free time. Without a passion for solving these problems, it is impossible for

獲得更多的自由時間。如果沒有解決這些問題的熱情，就不可能有

your salespeople to reach high levels of success in their field. Secondly, we must have a positive

你的銷售人員要在自己的領域裡達到很高的成功率。其次，我們必須有一個積極的

image of ourselves as a salesperson. Selling is one of the hardest jobs in the world. We

自己作為一個銷售人員的形象。銷售是世界上最辛苦的工作之一。我們

have to get up everyday and battle in a market place full of tough competition, and in an

每天都要站起來，在充滿激烈競爭的市場上戰鬥，在一個。

atmosphere of high rejection and high activity. If we don’t respect and admire the professional

拒絕率高、活躍度高的氛圍。如果我們不尊重和欣賞專業的

services that salespeople bring to us, we will not respect ourselves as a person of

銷售人員給我們帶來的服務，我們將不尊重自己作為一個人的。

value to our clients. If the candidate you are interviewing buys most everything on the

為我們的客戶創造價值。如果您正在面試的候選人購買了大部分的東西，那麼您就會發現，您的客戶是一個很有價值的人。

Internet in order to avoid interaction with salespeople, there’s no way they can have

互聯網為了避免與銷售人員的互動，他們不可能有

a positive attitude about themselves as a salesperson. So, the best salespeople have

對自己作為一個銷售人員的積極態度。所以，最好的銷售人員有

the two attitudes of a passion for the product they sell and a positive image of themselves

對銷售產品的熱情和對自己的積極形象這兩種態度。

as a salesperson. The second Dimension in the Best Salesperson Profile is Motivation.

作為一個銷售人員。最佳銷售人員簡介中的第二個維度是激勵。

The best salespeople have some IMMEDIATE needs and a DESIRE to make the future better. They

最優秀的銷售人員都有一些即時的需求和讓未來更好的願望。他們

have things in their life they want to change, and by working hard for you, and earning the

在他們的生活中，他們有想要改變的事情，通過努力為你工作，並賺取了

money from sales, they can bring about these changes. Changes like paying current bills,

銷售的錢，他們可以帶來這些變化。變化，比如支付當前的賬單。

paying off debts, buying a house, saving for retirement, education and many other things

還債、買房、養老、教育等許多事情。

that require money. The job of sales is just too hard to do it at a high level unless people

需要錢的。銷售這個工作實在是太難了，除非人們在高層次上進行

have MONETARY NEEDS that can be satisfied by doing well in sales. The third dimension

有經濟需求，可以通過做好銷售工作來滿足。第三個方面

is Character. The top character traits are Concern for Others, Honesty, Work Ethic and

是性格。最主要的性格特徵是關心他人、誠實、工作態度和。

Responsibility. Character is built in our past. When parents and mentors teach us, from

責任。品格是在我們的過去建立起來的。當父母和導師教導我們，從

a young age, correct ways to behave, we become bonded to these character traits. We all have

小時候，正確的行為方式，我們就會和這些性格特徵結合在一起。我們都有

varying degrees of these traits. It all depends on how much training we received, beginning

不同程度的這些特徵。這一切都取決於我們接受了多少訓練，開始的時候

at a young age. It also depends on how willing we are to work on our own personal development

在年輕的時候。這也取決於我們是否願意在個人發展上下功夫。

as adults. We measure Character Traits with interview questions which are specifically

作為成年人。我們通過面試問題來衡量性格特徵，這些問題是專門針對於

developed to measure the level of each character trait during the interview. The forth Dimension

在面試中，開發了測量每個性格特徵的水準。第四個維度

of the Best Salesperson Profile is Personality. In the Recruit the Best System, we use the

最佳銷售人員檔案中的是個性。在 "最佳招聘系統 "中，我們使用的是 "人格"。

Craft Personality Questionnaire, the CPQ, to measure 8 traits. The 4 that have the greatest

工藝性格問卷，即CPQ，以測量8種特質。其中4個最

impact on mastering sales skills are Social Drive, Social Confidence, Goal Orientation

對掌握銷售技巧有影響的是社會驅動力、社會信心、目標導向。

and Need for Control. These 4 traits measure a person’s natural desire to be social to

和控制需要。這4個特質衡量了一個人天生的社交慾望，以達到

accumulate lots of casual relationships for the purpose of doing business, how confident

積累大量的人脈關係，以達到做生意的目的，何等自信？

we are when asking for appointments, asking tough fact-finding questions, asking people

我們在約見時，提出艱難的事實調查問題，問人們

to buy, handling objections, handling rejection, being disciplined to set and reach goals with

購買，處理反對意見，處理拒絕，有紀律地制定和達到目標，與

a creative and restless pace of work and the desire to control conversations and situations

創造性的、浮躁的工作節奏和控制談話和情況的慾望。

that lead to getting the sales process completed. Doesn’t that sound like the person you want

導致完成銷售過程。這聽起來不像是你想要的人嗎？

to hire? These four traits measure that entrepreneurial, fire in the belly personality of top salespeople.

來招聘？這四種特質可以衡量頂級銷售人員的那種創業、火爆的個性。

We are born with these traits, and science proves, that most people who perform at high

我們與生俱來就有這些特質，科學證明，大多數表現優異的人都會有高

levels of sales, have a certain, hard-wired combination of these traits. The fifth Dimension

銷售水準，有一定的，硬生生地結合了這些特徵。第五個維度

of the Best Salesperson Profile is Sales Skills. The best salespeople are great at Prospecting,

最佳銷售人員簡介的是銷售技能。最優秀的銷售人員都是擅長潛在客戶的。

Setting and Holding Appointments, turning an appointment into a Fact Finding interview,

設置和舉行約見，把約見變成事實調查採訪。

making effective Presentations, and Handling Objections in a way that closes the sale.

進行有效的演示，並以完成銷售的方式處理異議。

All of this sales activity must be done in a high activity, high rejection environment.

所有這些銷售活動必須在高活躍度、高拒絕度的環境中進行。

Managers often say, “The salesperson you have described in this profile is hard to

經理們經常會說："你這個簡介中所描述的銷售人員很難

find and doesn’t exist in my market.” And, they make a good point. What I have described

找到了，在我的市場上卻不存在。"而且，他們說的很有道理。我所描述的

is the perfect salesperson. We must know what perfection looks like so that we can measure

是完美的銷售人員。我們必須知道完美是什麼樣子的，這樣我們才能衡量出

everyone we’re interviewing against perfection. It’s sort of like the time that I tried

我們採訪的每個人都對完美。這有點像時間，我試圖

out for the track team in high school. The first year we had a track team, our coach

出了田徑隊在高中。第一年，我們有一個田徑隊，我們的教練。

was a football coach who recruited a bunch of us football players to be on the track

是一個足球教練誰招募了我們一群足球運動員在軌道上的。

team. It came time to choose the long jumper. He pulled a few of us skinny guys over the

隊。到了選擇跳遠的時候了。他把我們幾個瘦子拉了過去。

sand pit. The first guy jumped 15 feet. The second 16, then I jumped a surprising 19 feet.

沙坑。第一個人跳了15英尺。第二個人跳了16英尺，然後我竟然跳了19英尺。

We all thought I was a sure thing to win the next meet. When we get to the track meet.

我們都以為下一次比賽我一定會贏。等到了田徑賽場上。

I was up first. I jumped my personal best of 20 feet. I waited for the applause, but

我是第一個上來的。我跳出了20英尺的個人最好成績。我等待著掌聲，但是... ...

no one was impressed but me. My competition jumps and flies through the air with this

除了我，沒有人留下深刻的印象。我的競爭者用這個在空中跳躍和飛翔。

spectacular form of swinging arms and legs that I had never seen before and landed at

壯觀的擺手擺腳的形式，我從來沒有見過，落在

22 feet. He gets a huge applause and wins the event. I thought this guy was incredible

22英尺。他得到了熱烈的掌聲，贏得了比賽。我覺得這傢伙太不可思議了

until the next day when I went to the library and discovered the world record at the time

直到第二天，我去圖書館發現了當時的世界紀錄。

for the long jump was around 26 feet. You see, until I did my research, I didn’t have

跳遠是26英尺左右。你看，直到我做了我的研究，我沒有。

a point of reference as to how good or bad I really was. It’s the same with recruiting.

一個我到底有多好或多壞的參考點。招人也是一樣的。

Unless we know what perfection is, we’ll compare each candidate against the best candidate

除非我們知道什麼是完美，否則我們會把每個候選人和最好的候選人進行比較。

in our small pool of current candidates. If we have a pool off all mediocre candidates,

在我們現有的一小批候選人中。如果我們有一個池子，關閉所有平庸的候選人，

we pick the best of the worst salespeople, and don’t realize we made a bad choice until

我們選擇了最好的最差的銷售人員，並沒有意識到我們做了一個錯誤的選擇，直到。

our new salesperson is out in the field getting slaughtered by the competition. What I am

我們的新銷售人員在外地被競爭對手宰了。我的意思是

about to tell you next changed my world as a sales manager. This simple piece of knowledge

接下來要告訴你，改變了我作為銷售經理的世界。這個簡單的知識

of human behavior will help move you to the next level of selecting salespeople and coaching

人類行為學的研究將幫助您在選擇銷售人員和指導銷售人員方面進入一個新的水準。

those on your current team. Are you ready, here goes. The degree to which a person has

那些在你目前的團隊。你準備好了嗎，開始吧。一個人擁有的程度

the first 4 dimensions will determine the level at which they will master the sales

前4個維度將決定他們掌握銷售的水準。

skills. If you want to become a great recruiter and great coach, it is critical that you learn

技巧。如果你想成為一名優秀的招聘人員和優秀的教練，關鍵是要學會

how to measure the level at which each person you’re recruiting and coaching has of the

如何衡量你所招聘和輔導的每個人的水準。

right Attitudes, Motivations, Character Traits and Personality Traits. As you can see from

正確的態度、動機、性格特徵和人格特徵。正如你所看到的

this picture, the fewer amounts of the first four dimensions, the lower the capacity to

這張圖，前四個維度的量越少，能力就越低。

master sales skills. The higher the amount of these four dimensions, the greater the

掌握銷售技巧。這四個維度的量越大，就越能體現出

capacity to master sales skills. That is what the book, Can They Sell, is all about. It’s

掌握銷售技巧的能力。這就是《他們會銷售嗎》這本書的內容。它的

about a recruiting system that gives you the knowledge and tools you need to measure these

關於招聘系統，它為您提供了衡量這些問題所需的知識和工具。

5 dimensions in the people you are considering to hire. A manager in one of my training classes

5個維度在你考慮僱傭的人。在我的一個培訓課程中，一位經理

told me that he’s convinced that the quality of the salespeople he recruits will determine

他告訴我，他相信他所招聘的銷售人員的品質將決定他的工作。

the kind of coach he becomes. He’s right. There’s one thing that sets the great coaches

他成為什麼樣的教練。他說的沒錯有一件事能讓偉大的教練們

apart from the good coaches. If you look at all the great coaches throughout history,

除了優秀的教練。如果你看看歷史上所有偉大的教練。

they all have a system they use to recruit great players and a system to coach them by.

他們都有一套系統，他們用這套系統來招募優秀的球員，用這套系統來指導他們。

Let’s review. To answer the question, “What do I look for in the best salespeople?”

我們來回顧一下。為了回答 "優秀的銷售人員要看什麼？"

We use a system with 3 stages – Screening, Profiling and Interviewing. We use the 5 Dimensions

我們使用的系統包括3個階段--篩選、剖析和麵試。我們使用5個維度

of the Best Salesperson Profile. We look for these in order. First – Attitudes – We

的最佳銷售人員簡介。我們依次尋找這些。首先--態度--我們

want to hire candidates who have a passion for solving the problems of your customers

希望聘用對解決客戶問題有熱情的候選人。

using your product. We want them to have a positive image of themselves as a salesperson.

使用您的產品。我們希望他們有一個積極的形象，作為一個銷售人員。

Second – We want to hire candidates who have immediate and long-term financial needs

第二--我們希望僱用有近期和長期經濟需求的候選人。

that can be met if they are successful selling your product. Thirdly – We want candidates

如果他們成功地銷售你的產品，可以滿足。第三，我們希望候選人

with the Character Traits of Concern for Others, Honesty, Strong Work Ethic and Responsibility.

具有關心他人、誠實、強烈的職業道德和責任心等性格特徵。

We want candidates with high scores in the personality traits of Social Drive, Social

我們希望應聘者在 "社會驅動力"、"社會性"、"社會性 "等個性特徵上有較高的分數。

Confidence, Goal Orientation and Need for Control. All 4 of these dimensions will determine

自信、目標導向和控制需求。這4個方面都將決定

the level at which they will master the 5th dimension, the sales skills of Prospecting,

的水準，他們將掌握第五個維度，即銷售技巧的探礦。

Holding Appointments, Fact Finding, Presenting, Handling Objections and Closing Sales. We

舉行約見、事實調查、演示、處理反對意見和完成銷售。我們

use tools, interview questionnaires and personality assessments to measure these traits. With

使用工具、訪談問卷和人格評估來測量這些特質。有了

this system we make a logical decision rather than hiring someone because we like them,

在這個系統中，我們會做出一個合乎邏輯的決定，而不是因為喜歡一個人而僱傭他。

and we don’t really know why we like them. As you begin to learn more of this human-behavior

而我們卻不知道為什麼會喜歡他們。當你開始瞭解更多關於人類行為的知識時

knowledge, your recruiting and coaching skills will grow. What you’ve heard here is obviously

知識，你的招聘和教練技能就會增長。你在這裡聽到的顯然是

just a small sample of the training in the book. If you like what you’ve heard here,

只是書中培訓的一個小樣本。如果你喜歡你在這裡聽到的東西。

if you haven’t already, what I’d like for you to do is click on the “Buy” button

如果你還沒有，我想讓你做的是點擊 "購買 "按鈕。

on the right side of the screen and buy the book. After you buy the book, enter your name,

在螢幕右側，購買該書。買完書後，輸入自己的名字。

email address, and company name in the box below, and I’ll send you a bonus of three

電子郵件地址和公司名稱，在下面的框中，我將向你發送三個獎金。

more valuable recruiting videos just like this one. While you’re waiting on your book,

更多有價值的招聘視頻，就像這個。當你在等待你的書。

you’ll get a head start on improving your recruiting skills. It’s recruiting training

你將在提高招聘技能上獲得先機。這是招聘培訓