If you find that after you have read the following article your best approach
when you are interviewing for a sales job that you have something to contribute.
Please share your thoughts with a comment at the end.
How to Prepare for Your Sales Job Interview
I am frequently asked about questions that may be asked at a sales rep job
interview. Everyone wants to know “How can I ace my job interview?
In this
article we are going to look at tips on how to present yourself in the first
interview, how to answer interview questions, how to prepare for your interview,
how to behave during the interview, questions you can ask the interviewer and
how you can maximize the chances of getting the job you really want.
The best
way of approaching a sales interview is to think of it like a normal sales
meeting with a customer. But instead of selling goods or services, in a sales
interview, the product is YOU.
By thinking of the interview as an ordinary
sales call, you will find it easy to structure the call and prepare for it. For
example, when you are selling, your first approach will often include a brochure
or other sales literature setting out your offering. When you are selling
yourself, this is the function of your resume or CV. It is essential that you
present an employer a carefully constructed document which highlights the
features and benefits you have to offer. This will usually be in the form of
achievements, qualifications and training. Similarly, a well crafted cover
letter will help your application to stand out.
Professional salespeople
never visit a customer without having done some research first. At the very
least they will have Googled their customer to find out the latest developments
and announcements. They should also have checked recent files and had a look to
see what is going on in the customer’s marketplace.
In the same way, the
interviewee should carry out some pre-interview research. This will not only
boost confidence but is fine preparation for some standard interview questions
like “What do you know about our company?” or “What do you think the biggest
challenges we face in the market today?” It should also prompt you to think
about questions you can ask at the end of the interview when you are invited to
do so.
Nowadays, it is more and more common for employers to filter job
applications by conducting a telephone interview. Although many
people are concerned about this, in fact it is usually an easy opportunity to
score well and make an early impression.
The first thing to remember is that
you are in charge. When the phone rings, the interviewer has absolutely no idea
what you are doing and will nearly always ask if it is convenient to talk.
Unless you are fully prepared then your answer should always be “no”. Set a time
when you know you will have had time to do your research and create an
atmosphere conducive to giving the right impression. Make a list of the key
points you want to get across and have any reference materials easily to hand.
The objective of this session is for you to sound relaxed, confident and full of
potential. The main goal of the discussion is for you to get a face to face
interview. As the call draws to a close, it is essential that you try to set a
date (remember to have your calendar to hand).
The main operating environment
for a salesperson is when she is talking to her customer. When applying for a
job, the potential employer is the customer, so the interview should use the
same ground plan as you would for a customer sales call. Remember to arrive
punctually, suitably dressed and with anything you might need (like a spare
resume or a certificate of achievement) easily to hand in your bag. Remember
that the interview starts the moment you arrive and your behaviour with garage
attendants and receptionists may be assessed as part of the process.
There is
no set pattern for a sales job interview. Some companies have a highly
structured approach; others will be more amorphous in character. Regardless of
structure, there are usually two questions that you can expect. You may be asked
a something like “Tell me about yourself”. The answer should be a very brief
recap of your career lasting no more than three minutes, which highlights key
achievements and finishes with the question “…what would you like to know
about in particular?” Do not fall into the trap of rehearsing details of your
childhood and upbringing thereby wasting valuable time on information that will
not support the product on sale – you.
The second question you can expect is
a derivation of “Why do you want this job?” Again, you must align the answers
with the skills you are offering. An answer like “I read in your accounts that
you are planning to expand into the South West. I have built up a considerable
network in that region, am very familiar with the political issues and feel that
with the new products you announced last week I can make a significant
contribution…” will play very well and serves both to demonstrate the skills
you bring and the fact that you have done your homework.
Inexperienced
interviewers will often take off their watch and say “sell this to me! Don’t be
tricked into doing a “feature push” sale. Step back and remember your basic sales training. Respond by asking
questions about what he wants in a watch before constructing a sales
presentation aligned to his needs.
Good interviewers nearly always provide
the opportunity to ask some questions. Do not let the opportunity slip by. This
is your chance to showcase your research and ask about the company’s markets,
plans and processes. Even if some of these items have been covered during the
interview, you should be able to find a way to open up another angle especially
if it will highlight one of your key strengths.
Although sales job interviews
are very similar to other job interviews, they do differ in one important
respect. At the end of the interview, the candidate is expected to attempt a
close of some sort; if only to show that he is capable of asking for the
business. This doesn’t need to be an in your face “am I hired?” question. Indeed
depending on the circumstances, this could be counterproductive. However a
gentle question seeking feedback or confirmation that the interviewer will be
taking your application forward can rarely do any harm.
In some situations
the interviewer may start to ask you questions about package. Be on your guard.
This is am opportunity to close. Do not just jump in with your number. Remember
that this is a sales interview and the question could be a ‘buying signal’.
Therefore respond with a trial close: – “As we have started to discuss
remuneration, can I take that as a sign that as long as the package is right
your will be making me an offer?” If the answer is “yes”, you have a deal and
you can then start talking about the salary and benefits package you need,
usually best expressed in terms of a range rather than outright figures. If the
salary is lower than your target, you can push for an improved car or better
health or holiday benefits.
Occasionally a sales interview will end with a
firm offer being made. More often than not though, there will be further stages
before an offer can be issued. In this event is is good practice to follow up
the interview with a “thank you” letter or email. This should be short,
summarize the key strengths that you have to offer, clear up any uncertainties
and if appropriate add some further information or collateral which the
interviewer might find interesting or supportive of your application.
And
finally you should approach every sales job interview with the thought that good
sales people are really hard to find and keep. If you can demonstrate that you
know how to sell and are confident, well researched and have the energy and
drive to perform well them you will be well on the way to meeting your objective
of passing the interview.
Perry Burns specializes in using tools & exercises to
improve performance. A former director at Ernst & Young he now provides soft
skills training, resources and strategic advice Contact
Copyright 2008: Sales 101 Ltd.
Sales Job Interview + Not Your Normal Pitch
How to Prepare for Your Sales Job Interview
I am frequently asked about questions that may be asked at a sales rep job
interview. Everyone wants to know “How can I ace my job interview?
In this
article we are going to look at tips on how to present yourself in the first
interview, how to answer interview questions, how to prepare for your interview,
how to behave during the interview, questions you can ask the interviewer and
how you can maximize the chances of getting the job you really want.
The best
way of approaching a sales interview is to think of it like a normal sales
meeting with a customer. But instead of selling goods or services, in a sales
interview, the product is YOU.
By thinking of the interview as an ordinary
sales call, you will find it easy to structure the call and prepare for it. For
example, when you are selling, your first approach will often include a brochure
or other sales literature setting out your offering. When you are selling
yourself, this is the function of your resume or CV. It is essential that you
present an employer a carefully constructed document which highlights the
features and benefits you have to offer. This will usually be in the form of
achievements, qualifications and training. Similarly, a well crafted cover
letter will help your application to stand out.
Professional salespeople
never visit a customer without having done some research first. At the very
least they will have Googled their customer to find out the latest developments
and announcements. They should also have checked recent files and had a look to
see what is going on in the customer’s marketplace.
In the same way, the
interviewee should carry out some pre-interview research. This will not only
boost confidence but is fine preparation for some standard interview questions
like “What do you know about our company?” or “What do you think the biggest
challenges we face in the market today?” It should also prompt you to think
about questions you can ask at the end of the interview when you are invited to
do so.
Nowadays, it is more and more common for employers to filter job
applications by conducting a telephone interview. Although many
people are concerned about this, in fact it is usually an easy opportunity to
score well and make an early impression.
The first thing to remember is that
you are in charge. When the phone rings, the interviewer has absolutely no idea
what you are doing and will nearly always ask if it is convenient to talk.
Unless you are fully prepared then your answer should always be “no”. Set a time
when you know you will have had time to do your research and create an
atmosphere conducive to giving the right impression. Make a list of the key
points you want to get across and have any reference materials easily to hand.
The objective of this session is for you to sound relaxed, confident and full of
potential. The main goal of the discussion is for you to get a face to face
interview. As the call draws to a close, it is essential that you try to set a
date (remember to have your calendar to hand).
The main operating environment
for a salesperson is when she is talking to her customer. When applying for a
job, the potential employer is the customer, so the interview should use the
same ground plan as you would for a customer sales call. Remember to arrive
punctually, suitably dressed and with anything you might need (like a spare
resume or a certificate of achievement) easily to hand in your bag. Remember
that the interview starts the moment you arrive and your behaviour with garage
attendants and receptionists may be assessed as part of the process.
There is
no set pattern for a sales job interview. Some companies have a highly
structured approach; others will be more amorphous in character. Regardless of
structure, there are usually two questions that you can expect. You may be asked
a something like “Tell me about yourself”. The answer should be a very brief
recap of your career lasting no more than three minutes, which highlights key
achievements and finishes with the question “…what would you like to know
about in particular?” Do not fall into the trap of rehearsing details of your
childhood and upbringing thereby wasting valuable time on information that will
not support the product on sale – you.
The second question you can expect is
a derivation of “Why do you want this job?” Again, you must align the answers
with the skills you are offering. An answer like “I read in your accounts that
you are planning to expand into the South West. I have built up a considerable
network in that region, am very familiar with the political issues and feel that
with the new products you announced last week I can make a significant
contribution…” will play very well and serves both to demonstrate the skills
you bring and the fact that you have done your homework.
Inexperienced
interviewers will often take off their watch and say “sell this to me! Don’t be
tricked into doing a “feature push” sale. Step back and remember your basic sales training. Respond by asking
questions about what he wants in a watch before constructing a sales
presentation aligned to his needs.
Good interviewers nearly always provide
the opportunity to ask some questions. Do not let the opportunity slip by. This
is your chance to showcase your research and ask about the company’s markets,
plans and processes. Even if some of these items have been covered during the
interview, you should be able to find a way to open up another angle especially
if it will highlight one of your key strengths.
Although sales job interviews
are very similar to other job interviews, they do differ in one important
respect. At the end of the interview, the candidate is expected to attempt a
close of some sort; if only to show that he is capable of asking for the
business. This doesn’t need to be an in your face “am I hired?” question. Indeed
depending on the circumstances, this could be counterproductive. However a
gentle question seeking feedback or confirmation that the interviewer will be
taking your application forward can rarely do any harm.
In some situations
the interviewer may start to ask you questions about package. Be on your guard.
This is am opportunity to close. Do not just jump in with your number. Remember
that this is a sales interview and the question could be a ‘buying signal’.
Therefore respond with a trial close: – “As we have started to discuss
remuneration, can I take that as a sign that as long as the package is right
your will be making me an offer?” If the answer is “yes”, you have a deal and
you can then start talking about the salary and benefits package you need,
usually best expressed in terms of a range rather than outright figures. If the
salary is lower than your target, you can push for an improved car or better
health or holiday benefits.
Occasionally a sales interview will end with a
firm offer being made. More often than not though, there will be further stages
before an offer can be issued. In this event is is good practice to follow up
the interview with a “thank you” letter or email. This should be short,
summarize the key strengths that you have to offer, clear up any uncertainties
and if appropriate add some further information or collateral which the
interviewer might find interesting or supportive of your application.
And
finally you should approach every sales job interview with the thought that good
sales people are really hard to find and keep. If you can demonstrate that you
know how to sell and are confident, well researched and have the energy and
drive to perform well them you will be well on the way to meeting your objective
of passing the interview.
About the Author:
Perry Burns specializes in using tools & exercises to
improve performance. A former director at Ernst & Young he now provides soft
skills training, resources and strategic advice Contact
Copyright 2008: Sales 101 Ltd.
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