Interviews can be extremely nerve-racking, which is why it’s important you are as equipped as possible. This article will provide you with 4 stages to follow when interviewing for a sales position, to ensure success.
1. Research
Fail to prepare, prepare to fail! Prior to your interview it’s essential you do as much research as possible;
- The Job – Carefully examine the job description and advert. This should give you a solid understanding of what the job entails but more importantly what the company are looking for. Use this information to your advantage and be sure to link your skills and experience with their requirements. If you were submitted via a recruitment agency, speak to the consultant managing the role.
- Company Information – Study the company’s website and social media pages to get to grips with things such as their products and services, who they sell to and their USP’s. Read any news articles published and investigate their competitors.
- The Interviewer – Having a common interest or background as someone makes building rapport easier in any life situation, interviewing is no exception to this. LinkedIn is a great tool which you should use to your advantage. Find out the interviewers’ career history, hobbies and interests and whether you have any mutual connections. Lots of companies also have a ‘meet the team’ page on their website which often gives a brief synopsis of employees.
2. First Impression
Research has shown that interviewers commonly make up their mind on a candidate within the first 6.5 minutes of meeting. With that in mind, it’s vital you make your first impression a positive one.
- Timekeeping – Don’t be late! Plan to arrive 10–15 minutes early. Map out your route in advance and consider doing a trial run. If you’re travelling via public transport, identify a backup plan if there are delays or closures.
- Personal Appearance – Find out what the company dress code is prior to your interview and dress appropriately. If it’s a suit and tie environment, don’t forget the basics such as polishing your shoes and ironing your shirt.
- Information to Bring – Print off copies of your CV to hand to the interviewers. Take a notepad and pen with you and have a list of questions ready to ask – do not rely on thinking on the spot.
- Your Surroundings – From the minute you walk into reception you are being assessed, so treat every single person you encounter with the same respect. Not only are they potential work colleagues, but there’s also a high change the hiring manager will ask for others opinion of you.
- The Handshake – This may sound old school, but employers will judge you on this. A limp handshake is a common problem, so is shaking for too long. Your handshake should last about 2 or 3 seconds. It should be firm, with good eye contact. Do not try to show dominance with an overly tight shake or by putting your non-shaking hand on their shoulder, or any other part of their body for that matter! This hand should stay strictly by your side.
3. The Interview
Treat your interview the same way you would a sales meeting. This may seem unnatural, but the interviewer will be assessing your ability to follow a sales process.
- Questioning – Ask open questions, this will encourage conversation and give you opportunity to establish the needs of your potential employer.
- Answering – Answer questions confidently and directly. A common mistake people make is waffling. The interviewer does not want to hear your life story. They will expect clear and concise answers to the specific question asked. If you do not understand a question, don’t be afraid to clarify it. Do not rush your answers, you are far better off pausing then blurting back something unrelated. If you need time to think, say, “that’s a good question, let me think for a second”.
- Sell Yourself – Use the information gained from good questioning to give examples of skills and experience you have that link to the employer’s needs. If you have any evidence of achievements, present this to the interviewer.
4. Closing
Similar to a successful sales meeting, you should walk out of your interview knowing what the next steps are, or even better: with a job offer! After all, if you cannot close an interview, how are you going to close a sale?
- Show Interest – Tell the interviewer you are keen on the job. It’s important they know this. Refer to a couple of points they have made throughout the interview to show you are a good listener and give reasons to back up your interest.
- Ask what reservations they have about hiring you – This is the most important thing when it comes to closing your interview. If they respond with negative points, it gives you a chance to overcome any reservations. If they reply positively and say they have no concerns, close them for a 2nd interview or a job offer dependent on which stage you are at.
- Leave on a positive note – Smile and thank the interviewer for their time. Ask for their business card, this will enable you to follow up with an email later that day.
For more advice on how to impress in your next interview, please get in touch with one of our specialist recruitment consultants at Network Talent who are here to help.