By Sean McPheat
An interview for a sales job is as much a sales presentation as any sales interaction. Quite simply, you need to take the same steps before, during and after the sales job interview that you would when attempting to close any other sale.
Prepare
First, you have to be prepared. Do your homework. You must do what research you can on the company, the product or service and the industry. Be ready for the question, “Why do you want to work for this firm?” “I need a job…” is not a good answer.
Visit the company’s website as well as their competitors’ sites. Understand and be ready to explain what it is about the firm you like and the answer needs to be something more than just the amount of money you think you can make. Then ask questions in the interview pertaining to anything you did not find out in your due diligence.
For instance, if you cannot clearly see how this firms products or services outshine the competition, then ask the interviewer to tell you what differentiates them for the rest. In short, make it clear to the sales management that you have high standards and will not sell just ANYTHING.
Be a true, honest believer
Although experience and skill are of great importance for the sales employer seeking a new sales professional, integrity and belief are at the top of the list. Given the choice between a super-sales pro with vast experience who is only in it to make a quick pound, and the rookie with limited skill, but has true belief for what we do, has high integrity, and is willing to work hard; I would choose the true believer every time. Know WHY you believe in the company, the product or service and the future of the industry.
Uncover the numbers
During your sales job interview, it’s vital to ask questions about the sales process and the science behind it. Demonstrate that you
understand how sales processes work and that you can follow a successful one. Ask
questions such as:
• What sales support do the sales people receive?
• How much of their time are sales people able to commit to actual selling, and how much is non-income producing responsibilities?
• How long is the average sales process from ‘hello’ to check in hand and commission paid?
• How long is the sales interaction, presentation?
• What is the closing average for the average sales person?
• What is the amount of the average sale?
• How much is the average commission?
• What is the closing average for setting appointments?
• How many calls does it take to secure one solid appointment?
• How many contacts with DMs does it take to set one appointment?
• What does the TOP sales person produce?
Longevity
Finally, speak in phrases that project long-term thinking. Ask questions such as:
• How long has the average sales person worked with this firm?
• How long has the longest, most senior sales person been with them?
• What are the future plans for the firm, such as expansion, new products, etc.?
• What is the potential for your growth?
To shine in the sales job interview, understand that your selling skills are only a portion of what the firm is looking for.
Author credit:
Managing Director of MTD Sales Training, Sean McPheat is regarded as a thought leader on modern day selling, management skills and business improvement. Sean has been featured on CNN, ITV, BBC, SKY, Forbes, Arena Magazine and has over 250 other media credits to his name. Sean’s Sales Blog is visited by 5,000 people every week and his 6 Sales Training Audios are free to download. Click here to follow Sean online.
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