Thursday – Food For Thought
THE 5 POINT STEP TO NAIL ANY INTERVIEW!
1.Introduction: What is almost guaranteed at the start of an interview is for the candidate to be asked to give a short summary about their background. What the Interviewer is interested in is previous experience that is going to be relevant to their position. They don’t care that you were a popcorn sales person (GUILTY) back in 2006. Pick out key points of interest throughout your career that is going to get the interview off to a flying start.
2.Qualify, Qualify, Qualify!: If you were selling office stationary and made an appointment with a client, you wouldn’t start the meeting by saying “I have 10 BIC’s, a rubber and 2 bins, do you want them?!” You would spend time qualifying what the client is looking for. Start by asking them “Please can you give me a detailed outline as to exactly the type of person you are looking for?” Take plenty of notes and revert back to their answer throughout the conversation.
3.Questions: I cannot stress how important your questioning techniques are when having an interview. They are analysing you as to how you are going to represent their brand when attending a client meeting and how you are going to create a need. Please make sure that you ask smart commercial questions:
“Why is this position available?”
“What is the average order value?”
“What markets will I be targeting?”. DO NOT questions
“How long are the hours?”
“When is my lunch?”
“What happens when I don’t hit my target?”
The DO NOT questions (when used) will ensure the client looses interest as these are not WINNING questions! Also make sure you are asking questions throughout the interview. Don’t wait till the end to roll out your notepad and start reeling off questions you should have asked a week ago!
4.Brag file: One thing that clients love to see is tangible evidence of your previous success. Prepare a “Brag file” filled with your achievements, your key wins in business that relates to the industry you are in and any further evidence that will increase your chances of a successful meeting. DO NOT bring out your 10m swimming certificate (seen it done!) from when you were 6. Make sure it is relevant to your meeting!
5.Summary and Close: What does every Sales Person need to do to get that sale? CLOSE!
I’m not talking about the generic “So when do I start?” close. This literally makes me shiver with disgust every time I hear it. I am talking about a solid summary as to what you’ve discussed, reiterating your confidence and your ability to do the job. Finally ask them “Do you have any concerns as to why I wouldn’t be a good fit for the role?” That way you overcome any objections they may have! Finally ask them (once you’ve overcome any objections), is there any reason then why you wouldn’t take me to the next stage?
Optimal Search is specialist recruitment and executive search consultancy, focused on the Sales, Business Development and Account Management sectors.
If you are a candidate looking for a new position, or a client looking to grow your business, give us a call. 01322 303470 or visit our website www.optimalsearch.co.uk