OUTLINE: Six steps to successful interviewing

Six Steps to Successful Interviewing

By David Coad

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  1. Build RAPPORT …
    • Know Company and its products, customer base, sales territory and more.
    • Use this knowledge to exhibit passion, enthusiasm, excitement about Company and Job.
    • Use HR/Hiring Manager’s first name whenever possible.
    • Smile, then smile some more.
  2. PROBE and uncover needs …
    • Ask Manager open-ended questions in first 10 minutes–before going thru your résumé.
    • Example: What are your expectations for this position?
    • Example: How would you describe your ideal candidate?
    • Example: What attributes are you looking for?
  3. LISTEN carefully; take notes …
    • Manager will tell you they require a Candidate with …
      • Medical sales experience
      • Proven track record
      • Strategic sales approach
      • Ability to build lasting relationships
      • Technical savvy–and ability to explain sophisticated technology effectively
      • Sell into a complex, multi-level environment
      • Integrity and good work ethic
    • Trial close—i.e., check in to get acceptance, commitment, confirmation.
  4. Describe your own personal FEATURES & BENEFITS using “EARs” …
    • Example/Action/Result:
      • Illustrate each requirement above with example(s).
      • Detail your action(s).
      • Describe result(s).
      • Use specifics and be concise.
    • Trial close again–e.g., “Did I demonstrate that I met your need for someone who thinks strategically?”
    • If the answer is “Yes,” move on and do the same with each of their requirements.
  5. Handle OBJECTIONS …
    • If the answer to trial close #4 is “No,” probe and uncover needs again.
    • Share a new EAR that addresses this new information.
    • Now trial close again by reiterating your original question.
  6. CLOSE hard–Ask for the Job!

Call your DEC recruiter at 415.859.9689 when you’re done.

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