The current job market is tough! In the sales interview you have to sell
yourself better than the next candidate to get the job offer.
Remember that the job interview is a sales situation. You are the product and
the interview should be approached in the same way a sales professional prepares
for a sales meeting. Here are six steps to take to win the job offer in your
sales interview.
Find out as much as possible about the employer
An experienced sales person would make sure to have extensive knowledge of
the client. The more prepared you are for the job interview the greater your
chance of success. Research the company online, drop by before the interview and
pick up company brochures and reports, research the type of sales work involved,
find out about their competitors. Use this information to develop some
insightful questions to ask in the interview. Use it to formulate relevant
answers to common job interview questions. Make notes of the important details
you find, include these in your interview portfolio and let the interviewer see
that you have done your homework!
Listen closely
Just as a sales professional listens carefully to understand the client's
needs, so must the candidate in the sales interview. Active listening is an
essential skill in sales, show the interviewer what a good listener you are.
Clarify what information the interviewer is looking for by rephrasing the
question back to him or her. Find out what the interviewer is looking for in the
right candidate and then demonstrate how you meet those needs and requirements.
Make sure your answers not only describe your skills but highlight the benefits
to the company of these skills.
Establish rapport
Making a connection with the interviewer quickly is essential to success in
the sales interview. You need to be able to assess the right approach to the
particular interviewer and adjust your own approach accordingly. Mirror the
interviewer, both his tone and body language.
Ask the right questions
Your research will help you to prepare the most valuable questions to ask in
the interview. Ask questions that further uncover the company and job needs so
that you can reinforce why you are the right candidate and sell yourself
effectively. Prepare and take with you a number of good questions that you can
choose from in the interview situation.
Present evidence
Take evidence of you suitability. Include documents that point to your
success - letters from clients, awards, business plans you previously drew up,
sales reports etc. Nothing impresses like hard evidence!
Close the sale
It is important to take some control of the interview process at the end. Ask
the interviewer if there are any concerns about the suitability of the product -
you! Address these concerns. Express enthusiasm and ask for the job. Ask for
details of the next step in the process and make sure you stay in the loop. Ask
an alternative choice -type closing question such as "Shall I email you or
phone you to get feedback?", "Would you prefer I call you in the
morning or the afternoon?"
Make sure you sell yourself effectively in the sales interview and get the
job you want!
Your free and comprehensive guide to sales interview questions and sample answers.
Excellent job interview tips and strategies. |
