Preparing for the Interview / Background Search
- Totally research the company. Check them out on the internet. Make sure you know where they are headquartered and know what kind of growth they have had and why.
- Answer this question: Why am I interested in this company and why am I interested in this industry?
Questions to ask During Interview
- What kind of experience or person are you looking for?
- When you look at your top sales people what do they have in common? What makes them a cut above the rest?
- Why is this position open?
- Describe a typical day and week in the life of one of your sales people.
- What has been the history of this territory? What would be my first year goal? In other words, what has the territory been doing and where do we want to grow from here?
- What do you sell against your competition? Better price? Better service? Better Reputation?
- What do you like about this company? Anything you don’t like?
- How would you describe the corporate culture and work atmosphere?
- If I come in and blow the numbers away, where could this position lead?
Remember – Selling is not telling but the art of asking great questions. Also, nothing wrong with bringing a note pad and paper and asking, ”May I take some notes while we’re interviewing?”
Theme of Interview:
- Your goal is to get the job – not to decide if you want the job until after you have all the facts.
- Your number one goal is to sell yourself to them, and your number two goal is to find out about the job to see if it’s for you.
- You should always be answering these two questions: Why should they hire you? What benefits do you bring to the table? Always think – What’s in it for the company? Avoid anything that says – what’s in it for me? Don’t ask about benefits, salary, vacation days or anything that says, ”What’s in it for me?”
- Employers want to hire so they can go back to work. Show them how you can make their life easier and better.
- Answering the old ”Tell me about your strengths and weaknesses.” is the same as ”Tell me about your self.” which is the same as answering, ”Why should I hire you?”
A. Extremely hard worker:
Whatever you say about yourself make sure you back it up with examples and mini-stories. Think of stories that prove that you go the extra mile (i.e., worked your way through college, first one in and last to leave, maybe sports in school and how you worked at your sport, how you went above and beyond to get a customer). Whatever you say you want them coming out of an interview knowing that they are going to get someone with a great work ethic.
B. I’m a proven Sales Producer:
- What is your ranking compared to other sales people in your region, or in your office?
- How are you doing according to your quota? And be specific. Don’t say, ”I’m 100% of quota,” but say, ”I’m 111% of quota.” Give it value. Show that you’re not average, show that you’re special.
C. Tough mental attitude:
- I’ll do whatever it takes to hit the goal.
- Hours are not a problem.
- I believe in written goals.
- I’m persistent like a pit bull. I don’t give up (and give an example).
- I’m focused on the goal, and during the work day you have me 150%. I won’t be focusing on anything during the work day but hitting my work goals.
- I love to develop new business – and I’m hunter.
D. I’m P.H.D. (Poor, hungry and driven)
- I’m dollar motivated.
- I’m competitive.
- I love to come in first.
- I’m excellent at time management and believe in setting priorities.
- Thank them for their time.
- State how you feel about the job and why you feel that way (”I’m interested in the job because…”).
- Brief summary of why you feel you fit the job (If you asked before what are you looking for in a person, now summarize why you feel you fit that.). ”If I could just point out why I feel I fit that job…” It could go back to the same answer as your strengths.
- Closing question. Do you see me as a fit for this position? Very sincere, very direct, no glitz, but sincere.
- If they say no: Find out the objection an overcome it. If they say yes: Ask, ”Where do we proceed from here? What is the next step?”
- Most companies will expect you to ask for the job (The Close – number 4). Make sure you do it with a lot of conviction and a lot of enthusiasm. Enthusiasm sells.
After the Interview:
** Very important: Always send a thank you note (e-mail or snail mail) after the interview. If you are the only candidate that does it, it looks great. However, if you are the only one that does not, it looks horrible. Just a few sentences thanking them again for their time and reiterating why you should be the one to fill this position.