How to Sell Yourself at the Sales Interview

So you passed the resume scene and have an interview scheduled. Now you just have to show up and dazzle the hiring manager. That’s easy, you’re in sales, right? Wrong!

Preparing for an interview can make or break your chances.

Here’s a rundown of how to prepare for those newer to the role or as a refresher for seasoned sales pros.

Research. First, learn everything you can about the company.

• Read the company’s website, check out any social media pages they might have, especially their LinkedIn company page.
• LinkedIn is a great way to gain insights. Try reaching out to a few sales reps who are employed at the company and ask for their input. You would be surprised at how willing some people will be to respond and provide valuable information and insights into the company’s culture, type of people they hire, job expectations, etc.
• Glassdoor.com is another good resource. This site shows reviews from current and former employees of the company to give you another peak into the culture, sales environment, rep turnover and even why reps leave.
• Finally, learn about the company’s main competitors. And be sure to name drop these key threats to the company during the interview to show how much homework you’ve done—and some thoughts on how you could contribute to their beating back this competition. Show what you know and how you can make a difference.

Rehearse. You only have one shot at a great first impression (first will equal last if you come off poorly). It is likely you will be nervous and the best antidote for nerves is preparation.

• Go over notes you took when talking with the initial person on your phone screen.
• Prepare to drill into your track record by citing your winning case studies. Tell each story succinctly: the situation/problem, your actions/solution, the outcome/your results.
• Discuss how you overcame obstacles to demonstrate your persistence and tenacity; mention your toughest closes and biggest wins.
• If possible, do a mock interview with a friend or trusted colleague—someone who won’t just throw you softball questions to keep you on your toes.

Nail it. Take a couple of slow deep breaths before you sit down with the interviewer to clear your head and center yourself. If you slow down your mind, your thoughts will flow more easily.

• During the interview, it is important to demonstrate that you’re a good listener. Don’t talk over the interviewer or talk nonstop. This is a give and take, not time for you to give a speech.
• And listen carefully to their questions and the information they are sharing to help you give great answers and ask equally great questions (you’ll be graded on both).
• Adapt yourself to the energy level of the interviewer. If they are a slow talker, mimic that. Fast talker? Speed yourself up a bit if that’s comfortable for you.
• Look ‘em in the eye. Eye contact shows that you are confident and comfortable with your answers.
• Studies show that people typically look away when they are processing their thoughts in a conversation. That’s because we get a great deal of information by looking at faces and this information places a significant load on our cognitive systems. When we’re asked a difficult question and need to concentrate, looking away from a face helps us focus on the cognitive demands of the question. So just make sure you are looking at their eyes when they are speaking and as often as you can when answering questions.
• If you are asked something for which you don’t have a good response at the tip of your tongue, simply respond with “That is a good question, let me think for a minute,” or restate the question in your own words to make sure you understand—and buy yourself a moment to come up with an answer.
• Remember, you’re going to be considered not just on your awesome answers to their questions but also on insightful questions you ask them. Here are a few examples:
• What is your vision for the sales efforts over the next couple of years?
• What challenges do you see for the company that might impact sales?
• How do you determine quotas?
• How do you measure overall performance?
• What qualities have made your other sales reps successful?
• How would you describe the culture here?
• As the interviewing is wrapping up, use your sales skills to close the deal. Reinforce your expertise, value and enthusiasm to continue with this hiring process.

By Wendy J Bergstrom, Key Account Director, Vanguard Healthcare Staffing