Three Interviewing Mistakes – And How To Avoid Them
Written by Mike Brooks
More Gravy Can You Sell A Pencil?
So, what is the most effective way to sell a pencil?Well, first let’s look at how most sales reps go about doing it.When I’m interviewing sales reps I love using this technique.After letting a rep tell me how good of a closer they are, I pull out a pencil, hand it to them, and tell them to sell it to me.And off they go! Read More >>
Nothing will disqualify you faster than a history of job
hopping, or a history of staying at jobs for less than a year. Obviously, the reason this is a red flag for companies is
that they see themselves investing thousands of dollars hiring and training you
only to think that their company will be the next one on your resume.
As the economy slowly recovers, companies are beginning
to expand and hire sales reps again.If
you’re looking for a job, or looking to change jobs, no doubt you will be
sending your resume out, talking to hiring managers, and, if you’re lucky
enough to get picked, even going on interviews.
Over the years, I’ve looked at thousands of resumes and
interviewed thousands of sales reps.In
fact, right now, I’m recruiting for several companies, and I’m amazed by how
sales reps keep making basic, horrible mistakes that often times immediately
disqualify them for any chance at landing a position.Often times, these mistakes even prevent them
from getting an interview!
Here are the 3 worst interviewing mistakes sales reps are
making, and what you can do to avoid them:
#1) Filling your resume with every job you’ve worked at
for the last 10 years.The first mistake
sales reps make – and that hiring managers look for first – is listing five to
seven jobs (or more!) on their resume within an eight to ten year time frame.
Nothing will disqualify you faster than a history of job
hopping, or a history of staying at jobs for less than a year.(One resume I saw last week listed 3 jobs
this year alone!)
Obviously, the reason this is a red flag for companies is
that they see themselves investing thousands of dollars hiring and training you
only to think that their company will be the next one on your resume.
The Solution:Omit
jobs you’ve stayed at less than a year, and never list more than four jobs in a
ten year period (it’s better to have only three).You can disclose
other positions once you move forward during the interview process – in person
– after you’ve earned a change to wow them with your personality, experience,
and obvious qualifications for the job.
#2) Talking for too long when asked a question.Whenever a hiring manager calls you and
begins asking questions, make sure your answers are direct and short.You’d be amazed at how so many sales reps
will go on and on and on…..
What the hiring manager is thinking is that you are a
sales rep who will talk past the close, never listen to your prospects, and
never close any business.“No wonder they’re
looking for a job,” frequently goes through my mind…
The Solution:Listen carefully to what you’re being asked, think about how to answer
it directly, then answer it and shut up!This one technique will separate you from 80% of the sales reps interviewing
for the same position.
#3) Don’t interview or interrogate the hiring
manager.I know that you have questions
about the job, and you should ask a few, but don’t interrogate the hiring
manager!Nothing makes us more irritated
than being grilled about every aspect of the job, especially about the pay and
comp plan.You’re the one being
interviewed, not the other way around.
The Solution:Ask
some basic questions but save the majority of them for the END of the in person
interview.Believe me, the hiring
manager will appreciate it and be much more likely to bring you in.
If you’re serious about getting a new position or moving
up in your sales career, then avoid these 3 interviewing mistakes.Your chance of getting the new job will
increase 100% if you do!
With over 20 years of inside sales closing experience, Mike Brooks has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices. Author of the hot new book, The Real Secrets of the Top 20%: How To Double Your Income Selling Over the Phone, Mike's proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications. Mike combines proven, current tactics and skills with personal experience to provide a motivational and practical presentation.
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