| I recently held sales job interviews and more than half | | | | job interview feeling like you've done a great job of |
| of the applicants lost the job because they made the | | | | showing how good a sales person you are. But all the |
| same basic mistake. I've seen this error made many | | | | interviewer has seen is how you don't match the sales |
| times and no matter what you do after you've made | | | | job they are looking to fill. |
| this mistake you will have no chance of getting the | | | | I've also interviewed sales people that have shown me |
| sales job. | | | | what great new business hunter they are when I was |
| The interviewer is looking for someone to sell their | | | | looking for an account manager and relationship builder. |
| products or services. You don't have to have | | | | The job applicant tells me all about their great closing |
| experience of selling the exact same product, or a | | | | skills, how assertive they can be, and the conversion |
| track record in the same marketplace. But what you | | | | rate of prospects that become buyers. But these are |
| must demonstrate in the sales job interview is | | | | not the skills or experience I am looking for in the |
| evidence and experience of one of two the basic | | | | person that will manage my valuable existing accounts. |
| types of selling. The interviewer will be looking for | | | | Even if the job applicant realises their mistake part |
| either a new business sales person that contacts | | | | way through the sales job interview, it is very difficult |
| potential new customers, or they will want an account | | | | to suddenly change direction and show a different |
| manager that builds long term relationships with existing | | | | approach to selling. |
| customers. These two different types of selling are | | | | Are you making this basic mistake, and is it stopping |
| often described as Hunters and Farmers. Presenting | | | | your sales career from moving onwards? You must |
| yourself as the wrong one will ruin any chance of | | | | learn what the sales interviewer is looking for so you |
| being successful in an interview. | | | | can prepare for the interview and present yourself in a |
| Imagine presenting really great evidence in your job | | | | way that matches the job requirements. There are |
| interview of how you have managed the top accounts | | | | some sales jobs that require a combination of both |
| in your present role. You have documented proof of | | | | sales styles. The same job interview techniques apply. |
| growing the revenue and profit from your employer's | | | | Find out before the interview and match the needs of |
| customers. Your portfolio of accounts has increased | | | | the job. Remember, you are a sales professional and |
| and you have won awards and incentives for this | | | | when you sell to customers you find out their needs |
| outstanding success. But the sales interviewer is | | | | before you make your sales presentation. So follow |
| looking for a new business hunter. Someone that | | | | the same sales process when you sell your attributes |
| knocks a door, makes a sales appointment call, meets | | | | at a sales job interview. |
| the buyer, and closes the deal. You come out of the | | | | |