| I am frequently asked about questions that may be | | | | questions that you can expect. You may be asked a |
| asked at a sales rep job interview. Everyone wants to | | | | something like "Tell me about yourself". The answer |
| know "How can I ace my job interview? | | | | should be a very brief recap of your career lasting no |
| In this article we are going to look at tips on how to | | | | more than three minutes, which highlights key |
| present yourself in the first interview, how to answer | | | | achievements and finishes with the question "...what |
| interview questions, how to prepare for your interview, | | | | would you like to know about in particular?" Do not fall |
| how to behave during the interview, questions you can | | | | into the trap of rehearsing details of your childhood and |
| ask the interviewer and how you can maximize the | | | | upbringing thereby wasting valuable time on information |
| chances of getting the job you really want. | | | | that will not support the product on sale - you. |
| The best way of approaching a sales interview is to | | | | The second question you can expect is a derivation of |
| think of it like a normal sales meeting with a customer. | | | | "Why do you want this job?" Again, you must align the |
| But instead of selling goods or services, in a sales | | | | answers with the skills you are offering. An answer |
| interview, the product is YOU. | | | | like "I read in your accounts that you are planning to |
| By thinking of the interview as an ordinary sales call, | | | | expand into the South West. I have built up a |
| you will find it easy to structure the call and prepare | | | | considerable network in that region, am very familiar |
| for it. For example, when you are selling, your first | | | | with the political issues and feel that with the new |
| approach will often include a brochure or other sales | | | | products you announced last week I can make a |
| literature setting out your offering. When you are selling | | | | significant contribution..." will play very well and serves |
| yourself, this is the function of your resume or CV. It is | | | | both to demonstrate the skills you bring and the fact |
| essential that you present an employer a carefully | | | | that you have done your homework. |
| constructed document which highlights the features | | | | Inexperienced interviewers will often take off their |
| and benefits you have to offer. This will usually be in | | | | watch and say "sell this to me! Don't be tricked into |
| the form of achievements, qualifications and training. | | | | doing a "feature push" sale. Step back and remember |
| Similarly, a well crafted cover letter will help your | | | | your basic sales training. Respond by asking questions |
| application to stand out. | | | | about what he wants in a watch before constructing a |
| Professional salespeople never visit a customer | | | | sales presentation aligned to his needs. |
| without having done some research first. At the very | | | | Good interviewers nearly always provide the |
| least they will have Googled their customer to find out | | | | opportunity to ask some questions. Do not let the |
| the latest developments and announcements. They | | | | opportunity slip by. This is your chance to showcase |
| should also have checked recent files and had a look | | | | your research and ask about the company's markets, |
| to see what is going on in the customer's marketplace. | | | | plans and processes. Even if some of these items |
| In the same way, the interviewee should carry out | | | | have been covered during the interview, you should be |
| some pre-interview research. This will not only boost | | | | able to find a way to open up another angle especially |
| confidence but is fine preparation for some standard | | | | if it will highlight one of your key strengths. |
| interview questions like "What do you know about our | | | | Although sales job interviews are very similar to other |
| company?" or "What do you think the biggest | | | | job interviews, they do differ in one important respect. |
| challenges we face in the market today?" It should | | | | At the end of the interview, the candidate is expected |
| also prompt you to think about questions you can ask | | | | to attempt a close of some sort; if only to show that |
| at the end of the interview when you are invited to do | | | | he is capable of asking for the business. This doesn't |
| so. | | | | need to be an in your face "am I hired?" question. |
| Nowadays, it is more and more common for | | | | Indeed depending on the circumstances, this could be |
| employers to filter job applications by conducting a | | | | counterproductive. However a gentle question seeking |
| telephone interview. Although many people are | | | | feedback or confirmation that the interviewer will be |
| concerned about this, in fact it is usually an easy | | | | taking your application forward can rarely do any |
| opportunity to score well and make an early | | | | harm. |
| impression. | | | | In some situations the interviewer may start to ask |
| The first thing to remember is that you are in charge. | | | | you questions about package. Be on your guard. This |
| When the phone rings, the interviewer has absolutely | | | | is am opportunity to close. Do not just jump in with |
| no idea what you are doing and will nearly always ask | | | | your number. Remember that this is a sales interview |
| if it is convenient to talk. Unless you are fully prepared | | | | and the question could be a 'buying signal'. Therefore |
| then your answer should always be "no". Set a time | | | | respond with a trial close: - "As we have started to |
| when you know you will have had time to do your | | | | discuss remuneration, can I take that as a sign that as |
| research and create an atmosphere conducive to | | | | long as the package is right your will be making me an |
| giving the right impression. Make a list of the key points | | | | offer?" If the answer is "yes", you have a deal and |
| you want to get across and have any reference | | | | you can then start talking about the salary and |
| materials easily to hand. The objective of this session | | | | benefits package you need, usually best expressed in |
| is for you to sound relaxed, confident and full of | | | | terms of a range rather than outright figures. If the |
| potential. The main goal of the discussion is for you to | | | | salary is lower than your target, you can push for an |
| get a face to face interview. As the call draws to a | | | | improved car or better health or holiday benefits. |
| close, it is essential that you try to set a date | | | | Occasionally a sales interview will end with a firm offer |
| (remember to have your calendar to hand). | | | | being made. More often than not though, there will be |
| The main operating environment for a salesperson is | | | | further stages before an offer can be issued. In this |
| when she is talking to her customer. When applying for | | | | event is is good practice to follow up the interview |
| a job, the potential employer is the customer, so the | | | | with a "thank you" letter or email. This should be short, |
| interview should use the same ground plan as you | | | | summarize the key strengths that you have to offer, |
| would for a customer sales call. Remember to arrive | | | | clear up any uncertainties and if appropriate add some |
| punctually, suitably dressed and with anything you might | | | | further information or collateral which the interviewer |
| need (like a spare resume or a certificate of | | | | might find interesting or supportive of your application. |
| achievement) easily to hand in your bag. Remember | | | | And finally you should approach every sales job |
| that the interview starts the moment you arrive and | | | | interview with the thought that good sales people are |
| your behaviour with garage attendants and | | | | really hard to find and keep. If you can demonstrate |
| receptionists may be assessed as part of the process. | | | | that you know how to sell and are confident, well |
| There is no set pattern for a sales job interview. | | | | researched and have the energy and drive to perform |
| Some companies have a highly structured approach; | | | | well them you will be well on the way to meeting your |
| others will be more amorphous in character. | | | | objective of passing the interview. |
| Regardless of structure, there are usually two | | | | |