Interview Tips for Sales People

Here are some ideas for getting the most out of your next sales interview - and it doesn't need to be complicated - no need to bring in those 'reverse closing' techniques...

1. Before you set off, make sure that you know about the company you are interviewing with, who you are meeting and their role, and the job you are interviewing for. Print off pertinant pages from the website. Print off the job description, and print off a couple of copies of your CV. You need to look prepared even if you're not. Make sure you can answer the question 'What do you know about our company?' without grinding to a stammering halt.

2. Get yourself a smart looking A4 pad and write down the company name and name of the person you're meeting, the telephone number (in case the trains run late) and the address. Also write down some questions that you want to have answered during the meeting. Not just a couple, but say six to ten questions that you want to know the answers to. Make it look neat.

3. Get there ten minutes early. Not half-hour - too early makes the interviewer uneasy, and not a minute as you'll be sweaty and flustered. If you're too early walk round the block. If you live in England an umbrella's a good idea here. If you smoke it's time for a gum.

4. Remember the receptionist's important. Everyone at the company is important and might offer their opinion to the real decision maker if you're snooty or rude. Smile. Be nice. Be professional.

5. Wait calmly. Sit down if there's a seat offered. Don't fidget. Don't stand up staring into the open-plan office, trying to read the whiteboards. It looks weird.

6. Make the right first impression. Stand up, firm hand-shake and strong eye-contact. 'Hi John I'm Dan, really good to meet you" You get seven seconds for the interviewer to decide if he likes you or not, and it's really hard to re-set their impression if you mess up here. If you're not confident at looking confident, practice.

7. When you sit down for the interview, pull out the note pad and pen. It's good to take a couple of notes when the interviewer says something interesting. It makes you look interested. It makes them feel interesting. Answer the questions succinctly and clearly. Remember to temper your body language, sit up straight (but not too straight), no flailing arms and legs please and look the guy in the eye. Relax. Smile. You are here to find out if this is right for you just as much as if you are right for them. It won't happen unless you get past any nerves and get your personality out. Just don't let too much of your personality out.

8. Ask some questions. If you really want to work there you have a load of stuff that you want to know about the company, the job, the prospects, the day-to-day role. It's no good asking two questions then running out. Remember you've got ten questions written down so refer to these if you dry up. We're aiming for a two way dialogue here by the way, not just yes no stuff.

9. Close. This doesn't need to be complicated. All we're trying to do is to outline the next stage. If you like what you've seen, say so. Find out what the next stage is and who will be involved. Find out when they will know who will go to the next stage and by when they hope to have made a final decision. 'Thanks again for your time, it was really good to meet you'. And try not to forget your umbrella.

Good luck.