The “Fatal Flaw” question

Every good salesman knows that he/she will encounter said or unsaid doubts. They are integral part of every buyer’s concern. The remedy is not to aggravate the buyer’s concerns but alleviate them. Here’s how…

When you encounter a fatal flaw question:

Be honest, transparent and direct about admitting the limitation. (This in itself will help assuage the buyer’s worry.)

Don’t express regret or try to explain the deficiency. Believe yourself that the flaw is nothing to be worried about and try to inculcate the same mindset in the buyer.

Explain that attractive as such abilities may be awareness of the lack thereof has made you endeavor through your career to ensure that you consistently excel at your record of achievements. If you can, give examples of how through your commitment to excellence you have consistently outperformed others that do have this ability.

Understandably the best way to avoid ‘fatal flaw’ questions is to prevent them from arising in the first place. Follow the master strategy explained in question 1, i.e. – discovering and understanding and employer’s needs and wants and then matching your abilities and qualifications to them. Once you have persuaded the interviewer to reveal his most important needs/wants and persuaded him systematically to believe how perfectly your background and achievements match to those very needs/wants, you will have a smoother interview and will completely avoid ‘fatal flaw’ questions.