Hot Prospects Turn Cold, Build Defenses When You Look Like A Salesperson: Here's A Checklist Of Do's And Don'ts
Oh no! Your most recent interview could lead to a huge opportunity, but you're getting nervous just thinking about what might happen. Are you going to be able to adequately pitch yourself during your next meeting? It's time for that interview to end with a win - here's how.
The following list is not one-size-fits all, and the best strategy for each scenario will vary widely depending on whom you're talking to and what your strengths are as an interviewer. Nevertheless, this checklist can help you take some of the pressure off your upcoming interview. If you feel this list is missing something, don't hesitate to send me an email and I can help you fill in the holes.
1. Read through the job description and understand what it is asking for . Make sure that you truly understand what needs to be done by studying the job description. You may find that there are unusual requirements or expectations of how candidates will interact with customers, such as an emphasis on customer service. If so, make sure you have a plan to showcase these skills during your interview by showing that your personality or style matches the company's culture. (for more on floor-selling / sales technique tips in general, see Selling - The Ultimate Sales Guide)
2. Think about what you could bring to the table . There are a lot of perks that come with being a salesperson at this company, such as the opportunity to network with other salespeople, attend industry events, and get competitive pay. Before the interview even starts, think about what it would take for you to leave this job and go back to your old one or start from scratch. You might be able to re-frame your selling style as what makes you different from all the other candidates . This can help you sell yourself -- if only in your own mind!
3. Close your door and give yourself time to prepare : Have some time before the interview so that you can properly prepare, especially when answering questions that could be tricky. This will help you feel confident and prepared when you walk into the interview, and it's a good idea to do one or two practice interviews on Skype with friends or colleagues before the real thing.
4. Bring your work: Have at least one paper copy of everything that you are going to be bringing up in your interview -- this can include your resume, any relevant experience that they want to know about, and copies of any helpful reference letters. This will make it easier for them to find things if they need them (such as information about your achievements), and it's a good idea because when you're being interviewed, you may not have access to all of these things.
5. Think about the company's needs: Understand what the business does, what their strengths and weaknesses are, and who their target customers are. This way, you'll know exactly how to discuss your skills and experience as it relates to what they're looking for in a salesperson.
6. Dress appropriately : Ask the hiring manager or recruiter specifically what he/she is looking for in an appearance during an interview, since some dress codes can be stricter than others. Also, if you're nervous about being nervous , you may want to consult a professional on how to deal with that before walking into the interview.
7. Go directly to the point , without unnecessary faffing : You don't want to come across like an amateur during the interview, so you need to understand where your employer's eyes are focused. If you talk too much, then how can you believe what you're saying? Your goal should be to get in, say your piece and get out as quickly as possible.
8. Don't make any jokes or try to entertain them . Your employer probably has enough on his/her plate without having to hear a joke or two from a person who is about to tell him/her about his/her strengths and weaknesses. Don't get too personal either or ask them what they do there and watch their reactions ! This is not the time to share anything personal about yourself.
9. Don't let nervousness get in the way : You should be maintaining eye contact with the recruiter throughout your entire presentation, but do not allow yourself to teeter-totter between looking at the floor and hyper-focusing on him/her. Also, take a moment to look at the company's website, product images or other marketing materials before interviewing with them if you have time . Make sure that everything you say looks authentic and sounds like you know exactly who you are talking about.
10. Always emphasise what you can do for the company : It's not about you, and it's about them .
11. Stay in the moment: When you're in an interview, do your best to stay as focused as possible . They will typically have a rigid time limit for their meetings, so make every second count by being concise and focussed in your talk. It's very hard to come back from talking too much , so it took me a while until I could get that down pat. If the employer moves on or ends the interview at some point, then just keep going. No one is ever going to make an employer wait for long if they are interested in you!
12. Find out exactly what their expectations are : Know the time commitment and salary range before you go into the interview. If they're not straight with you, then that's a red flag that you should consider moving on to another employer.
13. Practice your interview skills . You should be able to talk about yourself and your skills in an interesting way, but make sure that you are being genuine throughout the process . Practice makes perfect! 14. Show them how you will help them meet their goals : As a salesperson, it can sometimes be difficult to answer this question if you don't know what those goals are or how your background relates to them . At the end of the interview if they ask you this question, come up with an answer that shows how you will help them meet their goals . Imagine if they asked you this question: "Tell me a little bit about yourself and what you can bring to the table. What are your strengths and weaknesses?" Where would you start? You need to start somewhere when answering this question, so keep your answer short and sweet.
15. Show that you're willing to listen : When interviewing for a sales role, it's important to show that you've had a genuine interest in what they do , understand their needs and that you care about them .
Conclusion
If you prepare properly for your interview, you will be able to show your employer how awesome and valuable you are . By doing that, an employer will want to bring you on board and make you an offer. Remember ready, set, go !
Frequently Asked Questions
How long does it take for recruitment agencies to find a job for someone? This is highly variable given a lot of different factors. However I would say that in the UK if one goes through an agency it takes on average 3 months or so from start to finish. You may have to do a few interviews but this is often the case with permanent jobs anyway. I have also seen people who have had good success with this method find work within as little as 1 month.