Since you are a successful sales professional, you should have plenty of practice interviewing – you do it everyday in front of clients. Interviewing for a new position is no different. The secrets to success are simple and fall into three categories:
1. Be prepared
2. Have Empathy
3. Be yourself
Preparation – some basic pre-interviews preparations are critical. For instance, make sure you know the location and time it takes to travel to the meeting so you can be there on time. Make sure you know the names and, to the extent possible, the backgrounds of your interviewers. Dress smartly to make a good impression and consider the culture of the employer and how the mannerisms they expect in a successful hire. Brush up on the position requirements and your applicable skills and experiences. Think about your opening and closing remarks – “I am…” and “I think you should hire me because…”
Empathy – Assuming that you are qualified for a particular job, to a large extent, the outcome of your interview will depend on your ability to actively listen and discover needs of the interviewer. You can do this by asking questions that confirm your understanding of what the interviewer has just said, without adding your own impressions or expressing an opinion. For instance, “so just to verify, you just said that you need the account manager to…” By establishing empathy for the interviewer in this manner, you’ll be in a better position to freely exchange ideas, and demonstrate your suitability for the job.
Be Yourself – since you are a successful sales professional, you probably have a personality that enables you to develop rapport, and personal chemistry with a sales prospect which apply just the same in an interview. Allow your enthusiasm to be contagious and leave no doubt as to your level of interest in the job. You may think it’s unnecessary to do this, but employers often choose the more enthusiastic candidate in the case of a two-way tie. Even if you feel this is not the perfect job for you, be positive and engaging as it is best to always keep your options open. Wouldn’t you rather be in a position to turn down an offer, than have a prospective job evaporate from your grasp by giving a lethargic interview? Demonstrate your interest in your trade – Employers look for people who love what they do, and get excited by someone who can tear apart the science of their success. Be confident – there is no need to be a braggart, and you should always be genuine, but you should lean on your past success as a tool for future success. “I will deliver the sales” sounds a lot more compelling to an employer than “I think I can deliver the sales.” Showing your intensity, particularly as it pertains to wanting this job and delivering on the job requirements, is more likely to give a favorable impression to the employer. Sleepwalkers rarely get hired.
In the end, most employers know how stressful interviews can be, and will do everything they can to put you at ease. Beyond that, it is your job to come prepared to stand out.
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