Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.


IDEA: When interviewing an applicant, ask them to write a game plan on how they will be successful if they are hired. This will tell you how they think and how they write.

If there’s a smart-ass that asks, “Am I going to get paid for this?” cross that guy off the list. He is just a money worrier, and will never do anything for you.

REALITY: Personally, I would hire the smart, eager, inexperienced kid every time. The “experienced” guy is generally not service-oriented; he’s commission oriented. It depends on the industry, but if there are new concepts involved, I would go with the young kid. It’s 80/20 that the old guy won’t adjust, and those are not very good odds. Holden Caulfield (Catcher in the Rye) said, “You hate to tell new stuff to somebody about a hundred years old. They don’t like to hear it. How do you tell someone who’s a hundred what’s new?”