Sales job interview Weds. How can I nail it?

I don't know why but for some reason sales jobs are calling me LOUDLY.
I've only been a blue collar worker,the past ten years installing air conditioning
I have a Interview Wednesday morning and I could use some tips on how to get this job which by the way is a commission only 1099 subcontractor.


Thanks

[MMacGillivray]

Well, it's a long time since I was in the job market - however, one interview technique that seems to impress is to show your prospective employer that you have researched his company and know a little about the type of products and services they offer. That makes a great opening for you to ask relevant questions.

• Find out about the company
• Check out their sales brochures and other literature
• Make a good list of relevant questions you would like them to answer
• As it's a commission only employment, do they give you leads?
• Find out how and when they pay the commission - how do they compensate you for expenses?

Hope that starts the conversation for you!

Best wishes
Margaret

Well, as a long-time multi-line salesperson/manager I can give you a few hints that might help but, most importantly, you have to get rid of some pre-conceived ideas about what sales is all about. There are as many types of sales as there are jobs (almost) so it's hard to get too specific without more details.

Forget about the 'everybody's your buddy' or the 'everyone's in competition with me and will steal my commissions' mindset. Neither will help you. People are just people and come in all varieties.

If it's a retail type of position such as in a store selling consumer parts in your specialty, for example, make sure they know you understand upselling. Upselling is the concept of 'adding on' to a sale to increase the bottom line and, in the process, also seeing that your customer has everything they need to benefit by what you sell them. It's also called add-on sales. A salesperson who understands this, is way ahead of the pack of the 'Oh, yeah, I know how to sell' group.

If you sell something make sure that whatever goes with it in the course of installing or using it, is offered to the customer as something they'll need or want to have on hand. This can be anything from a hammer and nails to a tool to cut pipe, if needed, for a plumbing job. It can be little stuff like a roll of tape to a wheelbarrow to dump the grass clippings into from the mower you just sold them. Think use, convenience, needed tools, customer satisfaction because you'll save them numerous trips and hold ups when doing the job.

One thing I always look for in a salesperson is enthusiasm. Not the hail fellow well met type...a genuine enthusiasm to learn more about the products, company, and so on.

The difference between a clerk and a salesperson can be boiled down into knowledge and ability to apply that knowledge to helping the customer. One rings up a cash register, the other turns browsers into buyers.

Hope something here helps. Wish you all the best.

BTW: don't let anyone tell you straight commission sales is the bottom of the barrel. Can be sometimes...and people are shuttled through some of them like fodder for the mill. Remember this: some of the highest paid people in sales are selling big ticket items, maybe only one a year, but their commision is better than the total of many work for the man types combined. If you have the confidence to do commission sales and get with a quality company that pays well for your results, it's a-okay. Some folks can't work if they're worried about the next paycheck...for them, a salary or salary plus commission deal is better. Know your personality, research companies carefully, and go with the best.

Sandi Bowman

P.S. The way to handle the 'sell me that lamp' ploy is to ask questions about the product of the customer to narrow down their desires.

[Ankesh]

Thanks for asking Henry.

Act like you already have been hired. Before the interview, make a list/plan of how you would do the actual selling.

Then simply show that list to the person who is taking the interviews.

Henry -

Along with everything above (re: study the company etc.) ...you need state "you" as often as possible to them (the hiring party). You need to explain what you bring to the table in being able to affect their bottom line ...therefore you need to state to them how you're going to break down barriers - if you can provide examples in the form of a story where you convinced someone of something simply by "handling their objections". It's that simple. You need to also show you understand that 90% of all people buy on emotion - then back that emotion up with logic ... and most important - the best salesman understand that sales is a process ...and in that process you have to ask questions that reveal their base emotions ...

...so try and ask the hiring people questions yourself ... turn the interview around and ask them:

1/ What's their biggest problem they need solved?
2/ What effect is that problem having on them (their business)?
3/ What will happen if they don't solve it? (assume it will get worse)

...then roll this into how you're assuming this is something they need to change ... they're probably looking for help in the matter ..and here's HOW YOU ARE GOING TO HELP THEM.

Now - don't say you can help if it turns out there biggest problem is that they need a qualified brain surgeon ... (then again, if that were the case, it's not outlandish that you could do your best to find the best person, but you get what I mean) ...

..the whole idea is - that you're showing them that you understand the motivations of customers ...that there is a process to them becoming aware that goes like this:

1/ they have an unwanted condition
2/ that condition is having an effect on their life
3/ they fear that if they don't solve that problem, it will get worse
4/ they need to change this
5/ they demand improvement
6/ they hope they can find help
7/ you provide the help.

This is the standard for the health and fitness industry - but it can be applied to practically anything ...

...just remember - sales is mostly handling objections ...but not being a pain in the rear about it ...so they're going to throw objections at you (if they're worth their salt in finding good sales people) ...so turn anything like that that they throw at you into the following:

"Okay -(repeat their objection back to them as a question)... that makes sense...I can see how you feel that way... I'm sure a lot have/might/probably felt the same ...but what you'll find is __________"

...and then just throw in your best answer that you can think of - even if it's silly. The whole idea is that in doing that one sentence, you're giving yourself time to formulate an answer and also you're showing them that you're taking their objection seriously.

There's a lot more to say ...and there are some good "sales interview questions" that you should do a google search for that you can be expected to get asked ...be prepared for them.

Good Luck and let us know how it goes...

KK

[Glenn]

Dear Henry,

Thanks for the question.

I've had several dozen jobs. So I guess I qualify as an Expert.

3 Questions:

Question #1 - CAN You Research the competition?

Look at some ads at monster.com. Then Call up 2 or 3 local competitors of your new employer. Tell them you're ALREADY employed in sales for a competitor. (Don't say which one) You're just calling to check if their are sales jobs open. And what they pay.

THEN - when you walk into your appointment. Your interviewer will be on the defensive. Because you are name dropping the competition.

Q #2 - CAN You Ask Questions the interviewer cannot answer?

You NEVER want to allow the Personnel Dept to decide to hire you or not. So ASK some questions they can't answer. Which will force them to refer you to the manager you'll be working for.

Q #3 - Can you change your point of view?

Instead of begging for a job. Ask this question...that shows you are choosing who to work for...

If I am to represent your company, what does the CEO or company owner or #1 sales person say is different, better or unique about the product or service you offer?

Why should clients buy from you INSTEAD of your competitors?

=============
IF nobody at the company can answer that question in
2 minutes or less. You do NOT want to work there.

IF they can't tell you why you should buy from their company - YOU will have Big Trouble convincing new prospects to buy.

Thanks,

Glenn

P.S. - What kind of sales job are you interviewing for?

I think researching the company is the key like Glenn said, though he focused on researching the competition.

A job interview is a sales situation where you must sell the company on hiring you.

You must know what they desperately need to accomplish.

Then you must tell them why you can help them accomplish it!

If the job is worth enough to you, preparing a notebook for everyone who'll interview you may turn the tide.

Having something to leave behind that shows your creativity when everyone else left just a resume behind may be just what you need.

It doesn't always work but you'll KNOW you did more than most will ever dream of doing. If you don't get the job, you'll know the fix was in or that they're idiots and that has its own satisfaction! I can vouch for that from experience!

Easy to say but harder to do, that's where the research comes in.

Chuck Huckaby

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[Dien Rice]

The following wasn't written by me... I'm just "reposting" it...

--
Dear Henry,

Interesting observation about trying to qualify the employer!
I have been in sales for over 10 yrs. It is my experience that at an interview,
for a sales position that might backfire. Alot of these people who hire, are not sales people. Mostly they are recruiters who are looking at resumes which reflect solid sales skills and backgrounds. They may have to weed thru the bottom feeders to get to the real sales people. However, if you wind up at an interview, the place is filthy, papers laying around, phone ringing off the hook you may want to turn around and walk back out, and casually call the interviewer back from your vehicle and tell them that you found employment closer to home. BUT, if its a REAL JOB, then you can guage the interviewer. Believe me, that question " Why should our competitors buy from us" is a steak in the heart of upper mid level management. I really dont think they want to hear that question from my experience, however if you are bold enough go for it. The interviewer will have to explain why they work there, hahahahah. Price is an issue, and have heard that used time and time again. However many of my prospects would have paid a little more for quailty and service. I think sometimes we miss the sale, because we havent found the NEEDS of that customer. As in the interview we can find the needs, isolate the problem and close the deal. That question you pose is in the head of every sales person everyday and they know that they must be able to get around it. What im saying is, that you really dont know untill you sit down with that recruiter or human resources person what they will say. Good Luck!
--

The above post was deleted accidentally, I'm just restoring it. It was posted anonymously... Thanks to the original poster! - Dien

Originally Posted by Glenn

Dear Henry,

Thanks for the question.

I've had several dozen jobs. So I guess I qualify as an Expert.

3 Questions:

Question #1 - CAN You Research the competition?

Look at some ads at monster.com. Then Call up 2 or 3 local competitors of your new employer. Tell them you're ALREADY employed in sales for a competitor. (Don't say which one) You're just calling to check if their are sales jobs open. And what they pay.

THEN - when you walk into your appointment. Your interviewer will be on the defensive. Because you are name dropping the competition.

Q #2 - CAN You Ask Questions the interviewer cannot answer?

You NEVER want to allow the Personnel Dept to decide to hire you or not. So ASK some questions they can't answer. Which will force them to refer you to the manager you'll be working for.

Q #3 - Can you change your point of view?

Instead of begging for a job. Ask this question...that shows you are choosing who to work for...

If I am to represent your company, what does the CEO or company owner or #1 sales person say is different, better or unique about the product or service you offer?

Why should clients buy from you INSTEAD of your competitors?

=============
IF nobody at the company can answer that question in
2 minutes or less. You do NOT want to work there.

IF they can't tell you why you should buy from their company - YOU will have Big Trouble convincing new prospects to buy.

Thanks,

Glenn

P.S. - What kind of sales job are you interviewing for?

Originally Posted by Henry Carey

I don't know why but for some reason sales jobs are calling me LOUDLY.
I've only been a blue collar worker,the past ten years installing air conditioning
I have a Interview Wednesday morning and I could use some tips on how to get this job which by the way is a commission only 1099 subcontractor

Thanks for all your ideas. They are things I have been trying to do in the little time I have after my day job. This is an ad sales job. Ya know those coupons on the back of store rceipts? That's what I'm interviewing for.
For some reason I AM NOT worried about the commision only thing. Wierd,but I feel if the product or service is good enough I won't have a problem selling it.
This position will take over established accounts so thru renewals I should have a leg up. Fanfare media works is the company.

Don Alm you listening? what do you call that when you ask your pizza guy who he uses for...........? and so on.


Thanks again,
Henry Carey