This is an excerpt from How to Build Sales Confidence by James Ski, the full version of which you can purchase here.
Interviewing
Interviewing is a critical element of presenting yourself in the best light to make you attractive to a hiring manager. You need to build trust and rapport with the hiring manager to position yourself as a top candidate. Several aspects must be considered during an interview, such as presentation.
Online Interviews
With many interviews now conducted online, it’s essential to pay attention to the following:
- Background: Ensure your background is clean and free of distractions.
- Lighting: Good lighting is crucial so you appear professional and approachable.
- First Impressions: Smile immediately when greeting someone and show your teeth—this conveys warmth and confidence.
- Energy and Communication: Bring energy to the screen through the volume and tone of your voice, emphasising key points with your words. Since you’re in 2D, you need to make an extra effort for your energy to come through.
Research the Company
Spend time thoroughly researching the company:
- Sources: Explore their website, social media, news articles, and reviews.
- Network: Talk to current and former employees.
- Comprehensive View: Look beyond the company’s own narrative to understand its culture, goals, and any potential challenges. Be prepared to discuss why you’d like to work there and how you can contribute.
Understand the Position
- Review the job description carefully to identify the required skills and experiences.
- If the role is not well-documented, proactively contact the recruiter or hiring manager to clarify expectations. This demonstrates initiative.
- Highlight how your skills match the job’s needs during the interview.
Try the Product or Service
If possible, use the company’s product or service before the interview. This shows genuine interest and gives you valuable insights into the company’s offerings.
Research the Interviewers
- Find out who will be interviewing you and learn about their roles within the company.
- Prepare tailored questions or talking points based on their profiles, such as LinkedIn or company bios.
Know the Interview Format
- Ask about the interview format in advance—whether it’s one-on-one, panel, or involves a presentation.
- Tailor your preparation to suit the specific interview style.
Brush Up on Interview Skills
- Selling Points: Identify the skills, accomplishments, and experiences that make you the best fit for the role.
- Storytelling: Use the STAR method (Situation, Task, Action, Result) to structure your answers:Situation: Describe the scenario briefly.Task: Explain your role.Action: Detail what you did and why.Result: Share the outcome and what you learned.
Prepare for Common Questions
- Develop concise answers for common questions like:“Tell me about yourself.”“Why are you interested in this position?”
- Practise answering out loud to improve clarity and confidence.
Salary Expectations
- Research salary ranges for the role to avoid being caught off guard if asked about your expectations.
Behavioural Questions
- Prepare stories from your past work experiences to demonstrate how you’ve handled specific situations. Use the STAR method to structure these responses.
Body Language and Presentation
- Maintain open and confident body language. Avoid crossing your arms or appearing defensive.
- On video calls:Position the interview window near your camera so you appear engaged.Use non-verbal cues like nodding and smiling to show you’re actively listening.
- Use hand movements for emphasis but avoid overdoing it.
Mock Interviews
- Practise mock interviews with someone you trust to build confidence and refine your answers.
Questions to Ask the Interviewer
- Always prepare questions for the interviewer to demonstrate your interest. Tailor these questions to the role and company.
Unexpected Questions
- Prepare strategies for handling unexpected questions:Repeat the question thoughtfully to buy time.Use a phrase like, “That’s a great question. I would say…”
Storytelling and Engagement
- Develop a compelling personal story that highlights your experience, aligns with the role, and captures the interviewer’s interest.
- Ensure your story is relatable and memorable, setting you apart from other candidates.
Preparation Checklist
- Research the interviewer(s) on LinkedIn and learn about their role and company.
- Prepare essential numbers and details to quantify your achievements (e.g., revenue growth, time saved, or team sizes).
- Practise active listening and empathy to make a strong impression.
By focusing on presentation, preparation, and positioning, you can ensure you stand out as a candidate and build the confidence needed to excel in interviews.
James Ski is CEO & Founder of Sales Confidence, a company dedicated to the professional advancement of sales professionals, & author of the debut professional development book How to Build Sales Confidence.
This is an excerpt from How to Build Sales Confidence by James Ski, the full version of which you can purchase here.
