The 'Reject Them First' Prescreen

The "Reject Them First" prescreen is a powerful and unconventional technique for identifying superstar candidates, especially for sales roles, before you even interview them.

The Method

1. Schedule a Prescreen Call: When a candidate applies, schedule a brief prescreening phone call.
2. Challenge Them Immediately: Start the call by challenging them. For example, "Our ad said 'superstars only.' Tell me why we should interview you."
3. Reject Them: After they give their initial answer, reject them. For example, "I'm not really hearing superstar."
4. Observe Their Reaction: The key is to observe how they react to the rejection.

What You're Looking For

• Weak Candidates Will Crumble: Most candidates will simply give up and end the call. This is a clear sign that they will not be able to handle the rejection they will face in a sales role.
• Superstars Will Push Back: A superstar will not accept the rejection. Their ego and self-confidence will kick in, and they will start to sell you on why you are wrong. They might ask questions, challenge your reasoning, or simply refuse to take no for an answer.

This technique allows you to quickly and effectively test a candidate's resilience and drive, which are key traits of a superstar. It is the first step in The Three-Step Superstar Interview.