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Archive for the ‘Sales Job Interviews’ Category

Sales Job Interviews – How To Set Yourself Apart From Your Competition and Get the Job

Stand-OutWhat does it take to set yourself apart and get the sales job? Is it a killer resume, a brag book, a 30/60/90-day sales plan, and how well you prepare for the interview?

Yes, it's all those things, and one more:  It's how you position yourself in relation to your competition.

In this video, I'll tell you how to differentiate yourself in the interview and find out exactly what the hiring manager (interviewer) wants to hear in order to hire you.

Click the video to watch.

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How a 306090 Interview Plan Got Me the Sales Job!

Sales-Job-Interview (2)I wanted to share this with you--this job seeker used a 306090 Day Interview Plan and got the sales job on the spot.  They didn't even interview the other candidate.

Peggy, these are the kind of emails you love! Just last weekend, I bought your 30-60-90 Day Sales Plan for an upcoming interview this past week. I appreciate your encouragement, assistance, tips and template. The sales position was down to two final candidates. I was the first to interview.

For the interview, I was to make a presentation, present a 90 day sales plan, and have a sales call scripted out. I was pretty set on the presentation and sales script, but I was a little nervous about the 90 Day sales plan. I found your site online, and was convinced it was going to help me.

Well, Peggy, it more than worked! They were so blown away by the interview, the 90 day sales plan and the vision I demonstrated, they made me an offer right there on the spot. They didn't even interview the second finalist.

The CEO said, "This is the exact vision and energy I want for my company."

I don't think I would have made the impression that I did, if it wasn't for your guidance.

Thank you again for our brief, but very effective encounter!

Wes R.

If you want to make an impression like this and get the job in your next sales job interview, get my 30-60-90-Day Sales Plan now.

 

What You Must Bring to Your Sales Job Interview (Video)

Sales-Job-Interview (3)To stand out in sales job interviews, you must bring what will show the hiring manager who you are, what you've done, and what you can do for him or her.

That means you should bring your resume, your brag book, and your 30/60/90-day sales plan. In this video, I'll tell you why those things speak to your job skills and qualifications, and I'll give you tips and ideas for interview preparation and attitude so that you can show the hiring manager why he should hire you.

Click the video to watch.

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Top 10 Sales Books to Boost Your Performance in a Sales Job Interview

A good sales book will naturally help you with your sales job, but it will also help you with your job interviews (whether you are interviewing for a sales job or not) because interviews are all about selling yourself for the job.

What about sales training applies to your job interview success?

  • Learning how to discover what your customer wants (so you can give it to them)
  • Reading body language
  • Closing the deal

The motivation you get from a good sales book will boost your job search confidence, too.

Here's my list of the top 10 sales books to boost your performance in a sales job interview:

 

Secrets of Closing the Sale  10.

  Secrets of Closing the Sale by Zig Ziglar

Zig’s advice is classic, and you get some humor with your motivation.

Always a good thing.

 

 

 

Little Red Book of Selling 

  9. 

  The Little Red Book of Selling 12.5 Principles fo sales greatness: How to make sales FOREVER by Jeffrey Gitomer

Short, sweet, and to the point.

 

 

 

Reading People 

8. 

Reading People:  How to Understand People and Predict Their Behavior–Anytime, Anyplace by Jo Ellen Dimitrius and Mark C. Mazzarella

This will help you make sure your own body language builds rapport in the interview, see how hiring managers are reacting to you, and judge whether or not you want to work for them.

 

 

4 hour work week

  7. 

  The 4-Hour Workweek by Timothy Ferris

The essential book for boosting your productivity and being more successful.

 

 

 

 

 

Selling to VITO

  6.

  Selling to Vito the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale by Anthony Parinello

 

 

 

 

 

New Account Management

 5.

  The New Successful Large Account Management:  Maintaining and Growing Your Most Important Assets–Your Customers by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja

 

 

 

 

 

 

the tipping point

  4.

 The Tipping Point:  How Little Things Make a Big Difference by Malcolm Gladwell

 

 

 

 

 

New Strategic Selling 

 3.

 The New Strategic Selling:  The Unique Sales System Proven Successful by the World’s Best Companies by Stephen E. Haimen and Diane E. Sanchez

 

 

 

 

SPIN Selling 

  2.

   SPIN Selling by Neil Rackham

 

 

 

 

 

1.

I left #1 blank on purpose.  What's your favorite book on selling or sales?

Add it in the comments.

 

Most Important Sales Job Interview Tip Ever

QuantifyWhat's the most important sales job interview (and resume) tip?

Quantify Your Experience!

A sales rep's job is to make the sale.  So if you're looking for a new sales job, your mission is to demonstrate that you can ring that cash register, and do it well.

Quantify your resume.

In order to get the interview, your resume should be a marketing document for you....your "brochure" that draws them into calling you for an interview.  If you are in sales, the numbers you pull down (in terms of customers, dollar amounts of sales, sales rankings, and more) matter a lot.  A sales resume is all about the numbers.  That's what hiring managers are looking for:

  • What kind of numbers can you pull down?
  • What's your sales ranking?  Did it increase?
  • What does your customer/units sold/profit growth look like?
  • What was your budget?
  • What kind of revenue have you generated?  (Either in actual dollar amounts, or percentage increases.)

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How to Get a Sales Job (If You’ve Never Worked In Sales)

sales interviewLanding your first job in sales (with no experience) can be difficult, but not impossible.  Here are 3 great tips for landing a sales job:

1.  Work the "Do-It-Yourself" plan.

  • Arrange a ride-along with a sales rep. See what a typical day is like. Ask questions about the job, find out how to be competitive in the job search and once you get the job. Get a few names to call from places they sell to.
  • Use the field preceptorship (job shadowing) to fill your resume with keywords that will make sure it's noticed by computerized tracking systems. Your resume should have a sales focus and also highlight your technical background in your field.

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Get That Sales Job Interview with a Keyword-Packed Resume

Resume-KeywordsTo get a recruiter's or a hiring manager's attention for a sales job, you need to pack your resume with keywords relevant to the sales arena you want. Recruiters, hiring managers, and Human Resource departments use computer searches and applicant tracking systems, searching with keywords to find resumes worth looking at further.

If you have experience, this should be relatively easy--but it would be a good idea to go ahead and check out job descriptions and listings to make sure you have the keywords they will use.

If you're new to the area and don't have much experience, you'll have to be a little more creative. (That does NOT mean you should lie on your resume. That's always a bad idea, and you're sure to be found out eventually.) You'll have to look outside of traditional job histories to get the keywords you need for a sales resume.

Potential sources for sales resume keywords:

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Sales Job Interviews – 6 Stand Out Tips for Success

jobinterview2Sales job interviews are difficult, and your competition is fierce.  That means that you're going to have to work a little harder to set yourself apart from the competition and win the job.  Smart hiring managers know that all sales reps can talk a good game, so they are looking for the one who can also back it up.

Here are 6 tips that absolutely will help you impress the hiring manager and boost your chances of landing the job:

1.  Research the company.  A job-winning sales candidate will know:

  • what the company does
  • what its current issues are
  • what its goals are
  • where its products fit in the marketplace
  • who the competition is

Take in this information and use it to figure out how you can help them reach their goals....and then frame your answers to interview questions accordingly.

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Sales Job Interview – What Questions Should You Ask the Employer?

sales job interview questionsGot a sales job interview in your future?  You need to know what really sets you apart from your competition.

Besides a great resume, good grooming, punctuality, and good answers to interview questions, what separates you from your competition is the questions you ask.

Asking the right questions will show that you:

  1. have the confidence to ask the questions
  2. have thought about this job and how you'd be successful
  3. think strategically

Quick story

Once I had an entry-level sales candidate call me right before her phone interview. She said, “Hey, do you mind if I ask you a couple questions? I want you to tell me, without  worrying about hurting my feelings, what are my weaknesses and what do you perceive are my strengths?”

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How to Interview for a Sales Position

Sales job interviews are different from other job interviews.

Watch this video to see how they're different, and then check out the tips below for how to prepare for a sales interview.

 

  • Prepare for a behavioral event interview. Hiring managers in sales like these because it helps them see how you'll represent the company in everyday situations, as well as in difficult situations like the ones you'll surely be in on the new job. Examples of how you've handled things in the past provide evidence they can use to determine whether you're a good fit for the job. Think about possible behavioral interview questions for a sales position and come up with outstanding examples of your fine selling and customer service skills.
  • Quantify your interview answers as much as possible. This means providing examples in terms of numbers, dollars, and percentages. The job of a sales rep is to ring the cash register, so show how you've done that.
  • Bring a 30-60-90-Day Sales Plan. Show your future sales manager how you'd attack the job in the first 90 days. It shows who you are and what you can do, and is the best tool for showing you're the one they should hire.

Interview Questions for Sales Jobs

Sales Job Interview QuestionsAre you about to interview for a sales job?

Here are some of the questions you will most likely be asked in a job sales interview.  Click on the question to go to the article that tells you how to answer it.

  1. Tell me about yourself.
  2. What's your greatest weakness?
  3. What motivates you?
  4. Why did you leave your last job?
  5. Why do you want to work here?
  6. What sales techniques do you use? (Sometimes asked as, "Sell me this pen.")
  7. What is good customer service?
  8. How do you deal with difficult customers?
  9. Describe yourself.
  10. How do you define success?

These questions are pulled from my How to Answer Interview Questions Series.  The series contains 101 questions, so feel free to explore and get even more interview answers that will get you the job.  Also, Forbes has a great list of 50 questions to ask before hiring sales employees.  I encourage you to look over this list for additional questions you may be asked, and practice how you would answer them.  When it comes to interviews, it's always better to be over-prepared and ready for anything.

 

Job Interview Question – Sample Sales Strategy

interview (7)Got a sales job interview coming up?  Get ready to talk about your sales strategy.  Giving the interviewer a sample sales strategy is a great way to demonstrate how you will operate on the job.

When you are asked about a sample sales strategy, it will likely come in some version of the classic challenge:  "Sell me this pen."  This is a role-playing exercise that many sales managers love as a part of their job interview questions.  After all, there's no better way to see how you sell than to see how you sell.

There are a lot of opinions (ahem...) about this issue, but I will tell you that as a sales recruiter, I can ask this of my candidates and tell what someone's skills are like, or if they are missing skills using this strategy.  So this is very valuable to hiring managers, so expect that you may be asked to role-play a sales scenario.

No matter what they ask you to 'sell' to them, the principles and the strategy are the same--just use the same principles you would use in any sales process. I am a big fan of SPIN Selling by Neil Rackham.  SPIN stands for Situation, Problem, Implications, Need-payoff.

So...I might say something like,

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‘I Boosted My Compensation by 76% in My New Job’

Boost SalesI received this amazing letter from Russ...with Career Confidential's help, he landed his dream job and boosted his salary and benefits by a total of 76%...plus bonuses!

Hi Peggy,

Just a very satisfied customer here to thank you (and Carl) very much for your great help and advice at Career Confidential that has helped me land a dream regional sales job in the food industry. My new base salary is 48% higher than my current position's base, and if you count all the perks and benefits that my new job has that the old one doesn't, that's a 76% increase over my old baseline, and that's not including any of the performance based compensation (bonus, sales override, and profit sharing). The reasonable first year potential for this role is nearly three times my current compensation!

I could not have landed this job nor negotiated this compensation package without the great information and advice that I have received from Career Confidential. The 30-60-90 Day Plan, "closing for the job," and other tips that I learned from your bi-weekly calls and other materials, as well as the confidence I gained are directly responsible for this great outcome.

Thank you. Thank you. Thank you!

- Russ Tolman

Congratulations, Russ!

Russ used a 30-60-90-Day Sales Plan (a MUST-DO if you are interviewing for a sales job) and my tips on closing for the job (boosts your chances of getting the offer by 30%-40%).

The bi-weekly calls he refers to are in my Total Access Club (total coaching for your job search).

30 60 90 Day Sales Plan Template

30 60 90 day sales plan for job interviewSales managers are always looking for superstars to add to their sales team.  Use your next sales job interview to show them you are the next superstar by bringing a 30 60 90 day sales plan.

30 60 90 Day Sales Plan Template

 
What goes into a killer 30 60 90 Day Sales Plan?

The first 30 days should focus on training--learning the company systems, products, and customers.

Therefore, most of the items in your 30-day plan should be along the lines of:

Read more...

Job Interview Question: “What Is Your Sales Style?”

"What is your sales style?" If you're in sales, you will definitely be asked this question at some point in your interview. (Probably right before, "Can you sell me this pen?") It's one of many typical interview questions for sales jobs.

As a sales recruiter, I expect a certain kind of answer when I ask someone that during the initial phone interview. But in many cases, I don't get it. In the video below, I'll let you in on what recruiters and hiring managers are looking for when they ask you about your sales style.