In the Careers 2.0 job search process we compare the job search to the work of the sales and marketing professional.  This new and powerful model for job seekers may a bit unusual but it really works! In our model your resume is part of your marketing packet, and the interviews are where you proceed through the 5 steps of the sales process to make the sale.  In this article we take an in-depth look at the interview from the perspective of a professional sales person.  Granted, this approach will be uncomfortable for those of you who aren’t used to selling.  You may not like this approach.  You may not even choose to use this approach.  However, I encourage you to take a serious look at it and see what you can learn from a pro about making this very important sale – YOURSELF.

There are many sales models out there, and professional sales people will argue over the effectiveness of their preferred choice.  However, they all boil down to a few simple steps that, when followed, will help turn a prospect into a buyer. The five steps I see most often are:

1. Identify needs (or problems)
2. Qualify buyers
3. Present solutions
4. Handle objections
5. Close the sale

1)   Identify Needs. The needs identification process begins before you write your resume.  You want to have a clear understanding of what you have to offer and a specific knowledge of who needs it.  In the Careers 2.0 process this is step I and II – Assessment and Research. You want to make this step as precise as possible. Every good sales person will tell you that knowing your target audience is key to making the sale.  You don’t want to waste your time (or theirs) talking to people who don’t have need of your product or services. When you identify the needs or problems of your prospective employer you can prepare your interview questions and answers to demonstrate why you are the perfect candidate.

2)   Qualify Buyers. If you are selling cars, it is vitally important to know if you are talking to someone who is a serious buyer or just a “tire kicker.”  Likewise, in the job interview, you want to determine as quickly as possible if the person with whom you are meeting has the ability to make the hiring decision or if they are just trying to make a list to send up the food chain.  There are different tactics for each of these situations, and all of them equates to “making the sale.”  However, the “sale” in each instance may be different. In the interview process, “making the sale” equates to getting a job offer when you are meeting with someone who has hiring authority. In all other cases “making the sale” means “getting the next interview.” (For a deeper explanation of different types of interviews see “The Art Of Interviewing To Land Your Perfect Job”)

3)   Present Solutions. The most often and effective sales technique used by sales professionals combines asking questions with making a specific sales pitch.  You want to make certain that the prospect is engaged with you and still wants or needs your services.  To do that you will ask questions that help you identify/magnify the pain and simultaneously check to see if the prospect is still willing and able to buy.  In an interview you will most likely not be the one to ask the bulk of the questions.  However, a good job candidate will listen carefully, ask probing questions, and present her answers so as to address the specific problems that the interviewer has. This takes skill and practice!  We aren’t used to listening actively in our culture.  But it’s a skill you had better learn and practice if you want the job.  You can be certain that your most qualified competition has taken the time to learn how to listen and ask deep, probing questions.

4)   Handle Objections. This is where you have an opportunity to show your prospective employer why you are uniquely suited for the position.  If you have done a good job of steps 1 – 3, you will know ahead of time what objections might come up.  They typically fall into 2 categories: a) experience and b) personality.

1. Experience. Be aware that these objections may be left unspoken, so you will have to utilize your experience and intuition to know they exist.  The best way to overcome the experience objection is to come back to the needs the employer has addressed and highlight your ability to help fill their needs. Use your quantified CARS statements to show specifically how you have dealt with this issue in your past.
2. For personality objections, you will want to help the interviewer envision you in the position.  They want to know how well you will work with a team, how you will interact with leadership, and how well your personality fits with the corporate culture.  The best way to let them know this is to ask direct questions about the company, culture, and co-workers. It’s important that you feel a good fit as well, otherwise you will be at this job search again rather soon.

5)   Close the Sale. Sales professionals have a variety of “closing techniques” in their sales quiver.  These techniques have funny names like “the which close,” “the trial close,” “the take away,” and even “the red dress close.” Honestly, in my opinion, most of these techniques give sales people a bad name (can you say, “used car salesman?”). I recommend that most job seekers refrain from the use of such techniques. There are, however, some softer closing techniques that will help you move forward in the interview process.  I recommend the following 3 step approach.  This is what I call “the job interview soft close.”

1. Clarify with the interviewer that you have adequately addressed all of their needs, concerns and objections. Some good questions to use here include: “have I adequately addressed all of your concerns?” and “How do you feel my experience and qualifications meet your needs for this position?”
2. Ask for the “sale.”  Every sales trainer I know says that most sales are lost because the sales person did not ask for the sale.  One way to do this (softly) is by asking, “What are the next steps in this process?” This indicates your willingness to move forward and will give the interviewer an opportunity to end the interview process if it’s not going anywhere.  You could also ask, “After reviewing my qualifications, how well do you see me fitting into this position?”
3. Get a firm commitment for following up.  If the interviewer tells you he will call you next week, say, “Which day?  I’ve got several engagements next week and I want to be sure to block out some time for you.”  If they give you a day, ask what time.  Ask if it is ok to check back with them directly in 3 days to see where they are in the decision making process.  Get a direct phone number to call. Set a firm date and time and don’t forget to make the call at exactly that time. Treat that follow up call in the same way you did the face-to-face interview – which means you need to dress in business clothes and call from a quiet location, etc.

For more help on nailing the job interview be sure to sign up for email updates.  If you need more assistance with your job search consider checking out my book, “Career Crossroads” (affiliate link).

Job Interviews / Interviewing Related Posts

• Want to Ace the Behavioral Interview?
• How To Conduct An Informational Interview
• The Art of Interviewing to Land Your Perfect Job
• Interviewing Tips – a Video Montage
• 101 Job Interview Questions