ArtsAutosBooksBusinessEducationEntertainmentFamilyFashionFoodGamesGenderHealthHolidaysHomeHubPagesPersonal FinancePetsPoliticsReligionSportsTechnologyTravel

The Basics Of How To Run A Successful Business - The 80/20 Rule

Updated on July 31, 2010

In the buying phase of the interview, the candidate should do 80% of the talking and 20% of the listening. You should do 80% of the listening and 20% of the talking, and your talking should be designed to encourage their dialogue.

Keep in mind, if you are interested in this candidate, you can rest assured other companies or organizations are interested in them also. You must convince them of the value of your opportunity.

Selling

The selling process begins only when you are interested in hiring a specific candidate. If you are not interested, politely end the interview and move on. Do not invest time in continuing to interview people you are not interested in hiring.

The key aspect of the selling process is to remember anything lightly given is lightly accepted. The candidate must believe that your hiring and performance standards are very high, and that to be selected is an affirmation that they are far above the norm. If they perceive that anyone who just showed up for the interview automatically gets hired, you send a message of laxity, desperation and tolerance for poor performance.

The critical points of selling are:

  • Discover what they want in their next job... and sell it to them. If you listen, they will tell you.
  • Tell them why should they come to work for you. What makes you different? Why is this a worthwhile job?
  • List at least three key benefits they will experience by working for you. These may include exceptional training, challenging experiences, compensation, growth opportunities, etc.
  • Establish performance standards. Challenge them by clearly stating what you expect of them once they are hired, and the consequences of not performing.
  • Identify what will they learn, how their value will be raised?

Guide their post-interview confidence. This is of critical importance because every candidate you hire will have someone to explain or justify their decision to join your company to, perhaps a parent, friend, spouse or mentor. Be sure your candidate is prepared to effectively communicate their decision. If not, someone may talk them out of it.

The 80/20 rule: In the selling phase of the interview, you do 80% of the talking and 20% of the listening. The candidate does 80% of the listening and 20% of the talking.

The Dreadful Interview Traps:

1) Talking too much. During the buying phase, do not dominate the conversation by telling them all about yourself and your company. The only way you can learn about them is listening.

2) Panic Hiring. Hiring just anyone who walks through the door to fill an immediate need is a successful short-term strategy which usually brings a horrendous and very expensive long-term down side.

3) Hiring too quickly. Never hire based on only one interview. Conduct complete interviews. Short-cutting the process always ends up costing you money. See a candidate at least twice before you hire.

4) Hiring in your own image. We all have a tendency to hire people who look like us, think like us, act like us, and talk like us. This is a bad strategy because diversity fosters strength.

Continued in The Basics Of How To Run A Successful Business - Getting A Loan

Back To Start

Comments

    0 of 8192 characters used
    Post Comment

    No comments yet.

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, hubpages.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://hubpages.com/privacy-policy#gdpr

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)