Interview #1: Screening Interview
Highly highly highly recommend you read the book “WHO”
Purpose
● Initial interview to quickly screen out unqualified applicants
○ Zoom Video
○ Set up after you receive initial app, personality test, resume, and video (if that’s a
requirement)
Process
● What stuck out to you about this position that made you reach out?
○ Why do you think you’re a good fit for this?
○ What about our company resonates with you?
○ What about selling to this industry excites you?
○ What excites you about this position?
○ Are you fully comfortable with an 100% commission sales position?
○ Are you fully comfortable with a full-time commitment?
■ Do you have any other businesses or side gigs?
■ Have you considered starting your own business?
● What’s your previous work experience?
○ What’d you like about it?
○ What didn’t you like about it? What would you have changed / done about that, if
you could?
○ What were you strong at in those positions?
■ What were your biggest accomplishments?
○ What were your weaknesses?
■ What were your biggest low points in past positions?
○ How long were you doing that?
○ Why’d you leave?
○ Out of your last 3-5 bosses, how would they rate you on a scale of 1-10 when we
talk to them?
○ (if this is their first time getting into sales or even high ticket sales)
■ After a career of doing XYZ for X amount of years… why do you feel like
NOW is the right time to transition into sales?
● Tell me about your previous sales experience?
○ What amount of revenue have you generated, in total?
○ What product were you selling? Price point?
○ How many appointments did you get a day? Per week? How many of those
would you make offers to? How many did you close?
○ What was the most money you made in a month? What about the least?
Describe income of last three months you were there?
○ What was the sales process there? Did you like it? Why why not?
○ Did you have to do any of the lead gen? Why, why not?
○ What’s your sales philosophy like?
■ What’s your favorite 3-5 sales books?
■ What sales training programs have you been through?
● What’re your career goals?
○ Monetary goals?
○ Non-monetary goals?
○ Growth goals?
○ How do you see this role playing an integral part in your long-term vision?
● If you were to get offered this position, how quickly could you start taking calls full time?
● (if you’re going to put them through to the next stage)
○ What questions do you have for me?
○ Schedule mock triage call / scorecard interview
What you’re looking for:
● They have the WILL necessary (hunger & drive to be the best)
● They have the SKILL necessary to meet the expectations/KPIs on your scorecard
● They are open-minded, coachable, and excited to learn from you and grow.
● They demonstrate honesty and integrity with their responses
● They’re certain in their direction and know what they want.
● They have natural rapport building / people skills
● They’re able to explain why they left previous positions and why now is the right time for
this position.
● They’re income goals are in line with what the position will provide (lower goals,
especially, is not good).
Red Flags:
● Candidate does not mention past failures
● Exaggerating
● Speaking poorly of past positions / bosses
● BOTH:
○ No experience in your market / high ticket / your offer
○ No sales experience
○ (***again… if it’s just one or the other we can work with it. If it’s both, that’s a red
flag)
● Cannot explain job moves and/or why they want to transition into high-ticket / selling for
you
● Bad attitude, self-absorbed, etc
● ONLY looking for money (needs to be balance b/w money, growth, company
culture/mission/vision)
