Keep in mind that an interview for a sales position should be viewed like a
sales call, You are the "Account Executive" selling yourself, and the hiring
manager is your "Customer". There are three steps to a successful sale Interview:
A. Pre-Interview (preparation stage)
B. Interview (sales presentation)
C. Post-Interview (the debriefing)
Pre-Interview (Preparation Stage)
The pre-interview step is very important. This step will help you build confidence.
Hiring managers look for confidences and require it in a sales person. The best way to
demonstrate confidence is to be prepared, if you're not confident, it will show and you won't make
a good sales presentation. The following steps will help you to prepare for your sales presentation.
- As with any sales call, the first thing you want to do is research the company.
Go to the companies web page, read their mission statement and other pertinent information about them.
If you have the time, try to find some recent articles written about the company. This will help you
gain knowledge about them, so that if the interviewer asks, "what do you know about our company"?
You will be prepared to answer intelligently. This step will also help you prepare a list of
questions you want to ask them. Preferably information that you can not acquire yourself, such as:
a. What is a normal sales cycle
b. Leads generated
c. Target market
- Know specifically how you're going to market yourself, i.e. current or previous sales rankings and any sales awards and or accomplishments you have received. It helps the sales manager see that you are able to achieve goals set by a company.
- You should dress professional and conservative always bringing at least 2 copies of your resume. Incidentally, you always want to have a pad and pen to take note.
- Always verify all references, making certain they're all good.
- Know whom you'll be interviewing with and how to pronounce their last name.
Following these steps will help you be prepared and have the confidence you need to move on to the next step, the interview.
Interview (Sales Presentation)
Keep in mind that this is a sales interview and should be viewed like a sales call,
therefore the hiring Manager will be anticipating you to follow certain steps, these steps are
listed and explained below.
1. Introduction
2. Assessment of needs
3. Answering work history questions
4. Confirmation and understanding of needs
5. Presenting solution
6. Addressing objections
7. Closing
Introduction: This step is quite simple, but important. It will be your only
chance to make a good first impression. Give the interviewer a good firm handshake and
thank him/her for seeing you. You immediately want to be aware of your body language from
this point through out the interview, always sitting up straight. You want to gain control
as soon as possible of the interview, which will bring you into the next step.
Assessment of needs: Like a sales call, assessing their needs is very important. Therefore it is important for you to ask the hiring manager two very important questions.
What is the Hiring manager looking for in an account executive?
What is the average day like for and account executive with this company?
The answers given will help you during your 4th step, Presenting Solution and also give you a
blue print for answering the interviewer's questions. Make sure to take notes during this step.
Answering work history questions: This is the point in the interview where the hiring manager will ask you questions about your work history. It is important that you answer these questions
clearly and concisely. Always make sure the interviewee is satisfied with the answer.
Confirmation and understanding of needs: This stage is just making sure you understand what
exactly the hiring manager is looking for. You want to in different words sum up what he/she has shared with you.
Presentation Solutions: This is the stage that requires you to go back to the information that was given
to you in the Assessment of needs stage. You're going to take that information and present yourself as
the solution. Pick up your resume and refer to it, show the hiring manager that you have the qualities
he is looking for, not because you say it, but because it's in black and white in front of him on your resume. This is also the time when you're going to mention any sales awards and or acknowledgements rewarded to you.
Addressing Objections: As a good salesperson, you must be verse on overcoming objections.
The key thing to remember is that the interviewee is going to test you by throwing objections at you.
Keep calm, don't get nervous and again watch your body language, put a spin on whatever is thrown at
you and turn it into a positive.
Closing: In keeping with handling a sales interview like a sales call, it is very important to
close the interview. Once again thank the interviewer for meeting with you. Express your interest
in the company and the position and then ask the interviewer "What is the next step in the interviewing
process and can we schedule a second interview now". By doing this, you have shown the ability to close
a sale, which is a very important factor.
Post-Interview (Debriefing)
Last but certainly not least, is the post-interview stage, which is usually a two-fold stage:
- If you were sent on the interview by a recruiter, as soon as you can get to a phone give them
a call to give them your feedback on how you feel it went and if your interested in the position.
This is also the time to ask any questions you have about the position that were not answered in
the interview. Your recruiter will be able to get the answers when he/she calls to get the hiring
manager's feedback.
-
Even if you were sent on the interview by a recruiting firm, you always want to send a thank you
letter to all persons you met with.
Closing Thoughts
Following these steps will not guarantee a job offer. It is merely a guide to help you during
your interview process.
Good Luck to all!
