Rob Megnin is a born salesman, but when his position as sales director at a ski resort was eliminated, he faced his biggest challenge: selling himself to prospective employers. "I knew in the interview I had to follow through on the marketing promises I made in my resumé." After five interviews in six months, Megnin did close the deal and attributes his success to the same perseverance and style he used in his sales job. Here's how it's done.
Key takeaway:
-- Ask probing questions during the interview, not after
-- Keep your energy up
-- Don't forget to close
Related: How to Prepare for Your Sales Interview
Behave as If Making a Customer Sales Call
Dress appropriately. Arrive on time with your sales literature (resumé, brag book, and action plan). Be polite; not just to the interviewer but to everyone you meet.
Answer Questions Strategically
If the interviewer begins with the ever-popular ice breaker, "tell me about yourself," don't babble on about your childhood or family. Give a three-minute summary of your career, highlighting your achievements. Focus on selling your benefits and best features. Answer all questions in a way that shows you've done your homework and demonstrates the skills you bring to the position.
Ask Probing Questions
Although most interviewers eventually ask if you have any questions, don't wait to be asked. Find opportune moments to insert your own questions. If you were attempting to sell a product you would naturally ask questions to understand your potential customer's needs. Do the same in the interview. Ask about the company's markets and plans. Ask questions that lead back to your key strengths. Just don't ask anything about money. You talk money only after the client (your potential employer) decides to buy the product (you).
Keep Your Energy Up
First impressions are an important element of getting any job, but in sales, "the perception of energy and vitality is even more critical," stresses Jan Melnick, author of "Executives Pocket Guide to ROI Resume and Job Search." Nowadays, candidates go to extremes, even hiring drama and voice coaches. That may not be necessary, but your non-verbal message and your verbal delivery can make or break the interview just as they can a sale.
Don't Forget to Close
Based on her experience as a medical sales recruiter, Peggy McKee says many a successful interview falters because the candidate just doesn't close. You can ask things such as, "what's the next step?" or "how will we be moving forward?" or "do you see me as a productive member of your team?" McKee says an employer will think that if you don't close in the interview, you won't close when selling the product. She points to one client who had all the goods, did everything else right, but didn't close and didn't get the job. "What might be seen as heavy-handed in another field is crucial in a sales job."
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The interview process is the same game you mastered in order to become a top salesperson. Show the potential buyer you are the perfect fit for job with all the skills and qualities the company needs. As successful job seeker Rob Megnin says, "You know this product better than anyone. Sell it!"
Related: How to Prepare for Your Sales Interview
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