Holmes vs.Watson…Which Interview Style Are You?
Let’s face it, effective interviewing skills for golf club positions are similar to those used by detectives.
The two most notorious investigating duo with distinct styles are Sherlock Holmes and sidekick, Dr. Watson. Holmes and Watson make a great team yet have very different interviewing techniques.
Which interviewing style describes you?
Watson is the nice guy, “voice of reason”. He typically asks elementary (no pun intended) questions and conducts a basic interview. His conclusions are based on the obvious and he sometimes misses important clues.
On the other hand, Holmes goes the extra mile. He is clever, prepared and deductive.
If Sherlock Holmes was interviewing a GM candidate for his golf club, how would he set the tone and build rapport?
Here are a few “Holmeslike” rapport building suggestions/techniques:
- Take your Seat (in a position of power) – Remember you’re the employer therefore should be in the position of power…it sets an “I’m in charge” tone from the start. If conducting interviews outside your office in conference room for example, sit at head of table. Have candidate sit to your right.
- Body Mirroring – when you mirror the candidates body movements, naturally not forced, you’re putting them at ease. Even mimicking the candidate’s speed of speech will increase their comfort level. Increased comfort level builds rapport and lowers candidate’s guard.
- Use Candidate’s Name – Be sure to use a candidates name at least a couple of times throughout the interview. But careful…overuse has the opposite effect. May come across as rehearsed, not authentic.
- Discuss other Stuff First – Begin the interview with discussion of candidate’s hobbies, referrals, sports, awards, achievements etc.. Make the candidate comfortable before getting into the “meat of the matter”.
Once you start getting better at implementing rapport building “Holmeslike” techniques, your candidates will sing-like-birds unveiling valid information for you to make the “right” hire.
And cut down on turnover.
Visit GolfSurfin.com’s Golf Candidate “Blast” for Golf Clubs & Resorts for information on on our stellar golf club candidate recruiting service.
Hiring Sales Reps: Promises, promises…
You’re trying to build a sales force in the golf industry with independent reps and have a solid product/service offering. All you need is a handful of passionate sales people to “spread the word” so you proceed to interview golf reps.
Here are some of the promises typically heard during an interview:
- rep makes pitch on phone, sounds good
- makes promise to sell your product to his/her green-grass, off course accounts…it’s a no-brainer
- boasts about golf relationships and stellar track-record
- name drops sounding so credible no need to call his/her existing customers or references
You go ahead and send samples to this new “Zig Ziglar” who agrees to represent your line. She proceeds to tell you how great your product/service looks and she’ll be sure to give your company ample time during her “Spring Run” then…silence!
Thirty, sixty ninety days go by and no word from your new rep and multiple calls/messages you left with her haven’t been returned. Reality sets-in; time and money spent on this new hire was all for naught.
Finding effective independent golf reps is a tough job yet one that’s needed to help launch new product offerings and increase sales.
Check-out GolfSurfin.com‘s Sales Rep Packages here or contact me directly to get a “jump-start” on building your independent rep sales force.