Want An Employer's Perspective on Closing the Interview? - then read this.

Part 8: The Secret to Closing an Interview

Welcome to the 8th and final part of our series: “How to Rock a Sales Interview.” I’m JD, and I will be your host for this series. A little on my background: I have 18 years’ of sales experience (16 in pharma/biotech), was a National Sales Manager, led a division of a biotech company, and have significant experience in sales interviews (on both sides of the interview table). 

In the last article, we focused on: “Mastering the 30 60 90 Day Plan” Today, we focus on “The Secret to Closing an Interview.”

The Close 

When interviewing for a job, you should always be asking for either the job or the next steps. If you have ever done this before, you know what I am talking about. Many get nervous about when and how to ask for the job. If you find yourself at the end of the interview fumbling to close, then you haven’t set yourself up properly and the close will not have the impact you want.

So what is the SECRET?

The secret is pretty simple. You actually start to close the interviewer at the beginning of the interview. Surprised? Most people are. But carefully following the reasoning for this tactic. Remember, you are interviewing them as much as they are interviewing you.

So, the answer is back in Part 6: Questions to ask During the Interview. In that article, I mention the following question that you need to ask UPFRONT in the interview:

What are you looking for in a candidate for this role?

In my personal opinion, this is one of the most important question you can ask because the answer will allow you to understand what the employer wants. Mentally note characteristics/skills they mention – use them in your answers and provide specific examples those characteristics/skills. You are building the case you are the best candidate – based on THEIR criteria.

By asking that question, we reveal what they are looking for. This is not typically found in the written job description and gives you a major competitive advantage as you are using the employer’s own language, which they feel comfortable with.

You have completely set yourself up for a strong close:  “Interviewer, I have thoroughly enjoyed our discussion and learning more about you, the company, culture and the job. At the beginning of the interview, I asked you what you were looking for in a candidate. You mentioned A, B, and C. I have given you many examples during our discussion of A, B & C and I feel I am the perfect candidate for this role. I am excited about this opportunity and ready to get started.”

And now for the close…..

Example 1:  Will you be moving me forward in this process?

Example 2: Do you have any concerns moving me forward that I have not addressed?

Example 3: What do we do next to get started so I can make an immediate impact?

These are just a few examples, but I know you get the point. Remember, setting yourself up at the beginning of the interview gives you a natural segue to a strong close.

Good luck! And remember this well known fact: the best qualified candidate does not get the job. It’s the best prepared candidate that gets the job. Our job at Medical Sales Mentors is to be sure you are The best prepared candidate. Why? Hey, we’re in the life-changing business and we think you’re pretty special. Let’s go make a difference in this world.