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Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa Earle McLeod

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Chapter 18

The Ultimate Litmus Test

Using Purpose in Interviews to Eliminate Nonperformers

A noble person attracts noble people and knows how to hold onto them.

—Johann Wolfgang von Goethe

Imagine you’re interviewing for a sales management position in financial services. You have interviews with two companies. One company’s website says, “We strive to be the preferred provider for our customers by offering a unique value-added solution.” The other company’s website says, “Our Noble Sales Purpose is to help our clients find financial peace and freedom.”

When you read the first company’s statement, what springs to mind?

Probably nothing.

When you read the second company’s statement, you’re probably thinking about what financial peace and freedom look like. You’re also probably thinking about that company’s customers, who they are, and what pain they need solved. You’re already starting to engage with the company, thinking about its customers, and you haven’t had the interview yet.

Now imagine that you walk into the interview with the first company, the value-added solution company. The first question you ask is, “Tell me about your value-added services.” You get a lengthy discussion about their services. You go to the second company. You ask, “How do you help your customers find financial peace and freedom?” What follows is a discussion about the impact they have on people’s lives.

Which company would you rather work for?

Let’s flip it and look at things from the interviewers’ perspectives. ...

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