Why You Didn't Get that Sales Job

As a hiring manager for sales, I have observed  that there is a critical component to every sales interview that many folks seem to miss.  An interview IS the ultimate sale.  Prospecting, lead development, relationship building, negotiation and closing are all part of this process. If you can't sell YOU, you likely can't sell our product either.  Below are some critical items. i'm surprised at how often they are the cause of blowing an interview..for a SALES JOB.

#1. Don't be late, seriously! Oh and by the way, that means get here early and be waiting on me, your customer.  Sorry i know that applies to everyone, not just sales jobs, but i'm thinking like a customer and now i don't want to buy what you are selling. Your making this too hard for me and you are starting by digging out of that hole.

#2. Ask me, before the interview, what things I would like to talk about or learn from you during the interview or if there is specific information that I think would be helpful for you to review. Let me know in advance that you are interested in providing the information I want.

#3. If you are talking constantly, then you aren't listening. Your number one question should be "what are you looking for?" How can i (win your business) get this job? Think like a sales guy and talk like one.  Interviews for sales positions should always be a two way street. Answer my question directly then ask a follow up that shows you are engaged in the conversation.

#4. Close it!  Ask me when i intend to make a decision, find out what concerns I have regarding (buying your product) hiring you. Then address them. Then find out next steps.  If you aren't closing this sale, i have little faith you will close the next one.

#5.  Be Excited!  No one wants to buy anything from someone that isn't excited about their own product.

#6. Have questions, good ones. Let me know you studied the industry, at least a little.  If you meet with the team mates, ask them questions.  That is your one opportunity to learn about the day to day of the job.  This will help you with the first part of this item, asking questions. The more you listen, the more your questions will convince me you are paying attention and can develop relationships with customers.

#7. Follow up.  Right away. And let me know you are still interested. Otherwise I will likely assume you aren't.

Ok...so maybe you don't suck..but alot of people do.

For years I have been constantly annoyed at what i consider to be "bad selling"..from the guy at the tv store, that when i said "i would like to buy a new flat screen" point to the back wall and said "they are all over there" and walked away....to the sales reps at an un-named sofa shop who ignored me and kept talking when i was there to buy a couch (i left without one and all the money in my pocket).  I decided it's time to start keeping track of these annoying sales experiences and hopefully that guy at the shop will read this, and provide better service next time, and maybe make a little money.

Vegas Moron Sales Guy  11/6/2013:  Overheard at breakfast this morning:  Sales guy was selling joints or something, some sort of part for manufacturing equipment, to the two gentlemen and a woman sitting at the table with him.  I was subtly overhearing his sales pitch about the equipment.  The two men at the table were clearly bored and uninterested.  However, the woman was almost giddy, asking lots of questions, saying things like "this is really exciting". (which is why i was so intrigued, it must be something good if she's so excited).  However, the sales guy kept directing all his comments at the bored men.  The woman finally said "Let's just do this, we have more money than we did last time and we are totally prepared to do this." HELLOOOOOO!!! STUPID SALES MAN...THIS IS A SELLING MOMENT.  What does dumb ass sales guy do? He keeps talking to the guys explaining the product again and why it's so great.  Woman again, "well let's do this, what should we do next?"...Dumb sales guy says "great" and keeps talking to guy. Now i don't know what planet this guy is from but when a customer tells you they are ready to spend money, i don't care if it's a woman, a man, a 2 year old child or a puppy dog...you close the damn deal.  Finally the woman in her clear frustration says "well i guess i'll take this back to the guys on my team and see what they think".  The sales guy then thanks the men for breakfast and says he'll be in touch.  Sorry lady, i'll sell you something i will..this dumb ass isn't someone you want to work with anyway.  Can someone please sell this lady the parts she needs.  I'm sure there are plenty of competitors willing to take this numb nuts business.