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One of the Most Important Factors in Pre Employment Selection

December 6, 2011
Recently I was afforded the opportunity to check another item off my “bucket list” with the help of a Living Social deal, and a momentary lack of better thought….Yes ladies and gentlemen I jumped out of a perfectly capable plane, free fell for over a mile at over 140 mph, then parachuted to safety, in what people these days call “skydiving.”

This moment provided me yet another great insight into how psychology has taken over my life.  As I climbed up from mile 1 to jump height (mile 2), I think to myself “I’m about to do one of the craziest activities of my life, and I’m sitting in my little Cessna nook as calm as I am when sitting at my desk at work.  How?

On my drive back, as the exhilaration began to subside, it dawned on me.  It was Cecil, the owner of this company, and one of my jump-mates.  Never in my life have I met someone with such a calming influence.  Everything about him told me “you’re in good hands.”  His voice was reassuring, he shared countless facts about his product (skydiving), his 5000 jumps, and he presented himself with such egoless self-confidence, it got me.  I bought what he was selling (figuratively and literally), and right before I jumped, he put his hand on my shoulder and said, I can tell, you’re the type that’ll do this again.  “You’re right, I am” *jumps out of plane.* The thing that kills me, is I don’t even know if I am that type, but he made me believe it.

They say trust is difficult to build, but easy to lose.  Not for Cecil.  If Cecil had taken a different path in his life (not that I think he’d want to – that has to be one of the best jobs in the world), I can only imagine what he’d be doing.  I felt comfortable putting my life (which I value dearly) in this man’s hands.  Do you think I would put my money in his hands as a shareholder, my company in his hands as a CEO, or that million dollar sales opportunity in his hands as salesman.

You betcha.

The key here is building trust.  Can your salesperson do what he does in an hour presentation?  Can your CEO reassure an entire company that things will be fine in that much dreaded state of the company address mid economic downturn.  Chances are, if that’s a yes, they’re your prototype of what that position should be.

Look for that in your employees, and hold on to the ones that have it.

Adam Hilliard