For your purposes, the Law of Reciprocity says: If you do something nice for somebody, human nature dictates the recipient will feel compelled to do something good for you in exchange.
It is basically: “you reap what you sow”. This is an undeniable law and one that you need to teach your salespeople. The question of will somebody really act upon it at a given time depends on who asks.
At the very instant that you try to do something really nice for somebody, the other person feels obliged to return the favor. Be careful however not to call it out like “now that I did that for you, you now need to do this for me”. This way of thinking ruins the entire principle. The idea is to do something and enable them to feel that they have to do something for you to return the favor. Be subtle. Never dictate.
The most crucial part of this law to remember is the fact that reciprocity is IMPLICIT. This just means that you can never mention that you would like something in exchange. When someone does something good for you, they IMPLICITLY expect that when the circumstances are right, you will do something of roughly equal value for these people.
In the matter of a recently hired salesperson, by you “going the extra mile for them” on their own base salary, they’ll “go the extra mile for you” in return. Always remember that people do expect pay back as time passes and also this will be based upon the concept of basic social interchange. The whole concept is that by doing the right thing and doing something nice for them, they will return the favor to you at some time.
Think about it – the last time someone did something good for you, you wished to return the favor right?
Say your own neighbor takes places your garbage barrels on trash day back into your garage for you because you had a late work day. What do you feel required to try and do on the next “trash day”? That’s right, you want to take in his own garbage barrels.
And so the very next time you’ve got a situation where you can do something nice to your salesperson, evoke the “Law of Reciprocity”it can pay you back tenfold in increased sales productivity. The best part about this is you won’t need to take in just about any smelly trash barrels
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We nearly didn’t remember the most crucial sales management training process in hiring
My mistake. I nearly did not include it since it was missed out of my last post.
But if you do not include it in your sales management training interviewing method, you can definitely leave yourself exposed to creating some fatal employing decisions.
And So I don’t like that to happen so here it is.
Get right to the “whys”
Get them talking, but encourage them concentrate on the “whys” behind the decisions they made in their lives. The answers to those questions give you ideas into who they are really. Everyone is the sum of all the decisions they’ve made with their lives. Ask them regarding those decisions.
In asking them “why did they do what they did?” questions, you are cutting to the core of their nature. Having a completely new job is an important event in someone’s life, those decisions/thought processes are “windows to their true personality”.
Just simply find out regarding the decisions they made and also the “whys” in regards to every decision.
When you got married wasn’t it one of the greatest decisions you ever made in your own life?
Plus the spouse you decided to marry tells a whole lot about who you really are as an individual.
Like a “marriage” to a new company tells tons regarding who that individual is.
Ask the interviewee a question like: “Why did you leave Paychex to go work at AT&T? What were you planning to achieve?”
Or after they left Paulie’s Walnuts, Inc. to go to Phil’s Cashew Company, one of the best question is:
“What was missing out of your present situation at Paulie’s Walnuts Inc.?”
Once you learn the “whys” behind this question, you get a window into their soul. Then probe into each decision. Be specific. Have them give you examples.
The more specific the examples they give, better it really is for you.
And the better your possibility of making killer sales hire.
In our upcoming sales management training step in the interviewing process, we get to the question and answer section. This is not the right time to snooze it’s time for you to get up and be sure you use this all crucial segment of the hiring process to obtain the best salesperson as possible.
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