Surviving & Prospering in Your Sales Career by Greg Hill

Author:Greg Hill
Language: eng
Format: epub
Tags: sales office politics sales management pay plans history of sales sales training sales professionals sales managers sales book sales coaching
Publisher: Greg Hill

The Second Step is to introduce yourself. In this step there are 3 objectives to accomplish - you should say something that will induce a positive response, you must say something that will validate the company you are interviewing with, and you should establish your credibility. It is important that you show them that you can be nice. You need to accomplish all three objectives in just a few sentences. Here is an example:

“I have been talking to quite a few companies. I must say that our phone conversation got me interested in meeting you to find out more about your sales position“. In this example it has been established that the interviewee is desirable by other companies, plus, they are validating the hiring manager on doing a good phone pitch. Having a planned introduction that takes into account the previous interaction helps in creating a good first impression.

The third step is q and a. It is ok to inquire about compensation for a sales job more so than jobs in other departments. Because the applicant is not getting a steady pay check, he or she needs to know what is required to make money. The one mistake that many applicants make is that they are accusatory in the questioning of the hiring manager. Let’s be real, the manager is exaggerating how much money the average rep makes. Of course they are leaving out vital information, like the territory you are going into is terrible or has been worked to death. You can evaluate these things in your head, but there is no need to make sure that the interviewer knows that you know that he or she is full of it. This is not going to be a good strategy, so just play along - you can always turn down the job later. It is important that you try and keep control of the interview. The best way to do this is ask questions that the interviewer wants to answer. Always ask about how to succeed, and what do the top producers do that is different than those who don’t do as well. It is also critical to figure whether the interviewer is an alpha sales person or a businessperson that wants to hire people to do what he or she can’t do. Generally speaking, the alpha sales person wants to see how tough you are, while the business person wants to know about sales technique. The Alpha salesperson knows how to show his team how to sell and can spot talent. What he or she doesn’t know is whether or not you are willing to take your bumps and not quit before you succeed. The business person who is not a salesperson is more interested in the technology and your personality because, to the non-sales person, that is what makes a good salesperson.

Once you have gotten enough info to get this person hire you, you need to inquire about the hiring process. This will naturally lead you into the fourth step, which is where you talk about you.

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