Your objectives in the interviewing and screening process are plentiful. The old school “hit them hard, right between the eyes and see if they can take it” approach may not be the best method in today’s climate.

Testing people to see if they’re “tough enough” for their role, in my opinion can be unnecessarily intimidating and will turn off some well qualified job candidates.

The kind of representation needed today may not match up perfectly with the type of super-strong closer you may have sought out decades ago. Sure, having the ability to close a deal is important, and of course you want good salesmanship, yet the average buyer and hiring methods may have changed a good bit. Therefore, the type of candidate you need has probably changed as well. Fortunately, many dealerships have transitioned to an even more professional screening and recruiting process which includes the list of pre-determined interview questions.

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