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.
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