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The Sales Interview
You got the call and have made it to the interview stage! So what is the next step?
Being prepared for your sales interview will not only help you remain relaxed and confident, but will also put you ahead of the game. Knowing about the company, what it is they sell, who they target, what their annual figures are, etc. will be to your advantage. Read Preparing for a Sales Interview for more details on research in preparation.
Also to your benefit would be being prepared for the questions being asked at the interview. Below are some questions typically asked at sales interviews.
What are your strengths and weaknesses regarding the sale process?
This question helps the interviewer determine your self-awareness and motivation. Your strengths should correspond to the main requirements of the position. For example, if one of your strengths is developing customer relationships, describe how this has helped you in past sales jobs (include numbers or percentages wherever possible). For example, you could say something like, “I developed a relationship with a manufacturer that quickly became one of the top revenue generators with sales increasing 35% every year”. If something in the job opening asks for a skill that you already have, expand on that and use it to your advantage. Try to keep the answer brief. No need to go into a long story. You want to keep the attention of the interviewer, not cause them to look at their watch.
Play up your weakness
.Bring it into a positive light. Is it impatience to get the product out? Is it attention to detail? Explain how these are a weakness but what you do to combat it and turn it around into a positive.
“Sell me this stapler.”
This is a favorite at sales interviews. You need to be able to identify the customer’s needs and why that particular stapler would be the perfect one for him. Ask open-ended questions and listen. Showcase the benefits and features of the stapler. Address the similarities the stapler has and how they fit the needs of the interviewer. Practice this technique before the interview and impress the interviewer.
What do you think are the most important skills to succeed in sales?
Have this rehearsed in your mind so you can quickly say, “Here are 5 skills I think are absolutely necessary for a successful sales career…” and start listing them…
- Being able to plan and prepare for each call.
- Asking open-ended questions and listening carefully. Analyzing and identifying needs.
- Able to influence and persuade the customer.
- Staying motivated and excited, even in down markets.
- Negotiation and closing skills.
Bottom Line:
Remember, YOU ARE THE PRODUCT. You need to sell yourself. This is the time to WOW the interviewer. What is your unique selling proposition that makes you stand out from the competition? Don’t be embarrassed to “brag” about yourself. This is the time to boast about your achievements and what you excel in. Have fun and relax.
© Copyright Erin Kennedy, 2009. All rights reserved. Used with permission.
---------------------------------------------About This Author:
Erin Kennedy, CPRW, CERW, BS/HR, is a Certified Professional Resume Writer and Career Consultant who has been helping clients since 1998. She is also the President of Professional Resume Services.