Elite Technology Sales Recruiters TM

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It’s always a challenge when interviewing for a new position, but acing an interview for a position in sales is classification unto itself. It can be tough getting the job you are after, because you must demonstrate to the company representative that you have the skills required by selling yourself. In order to successfully do this, the sales interview should be seen as an opportunity to showcase your abilities at consultative and the challenger type selling methods. This step-by-step approach can help.

Research the Company

Browse through the company website to see how they view their niche market, communicate who they are, and who they feel are their basic customers. Learn about the background of the company, the industry and the market through the many resources available online. Check news stories about the company to find out more about key individuals, particularly those in marketing and sales. If you know anyone employed by the company, get in touch with them to gather information about what they are looking for in a technology sales professional, and use this to prepare for the interview. If you really would like to be perceived as standing out from the rest of the crowd, spend some time contacting a few of the company’s customers to get an idea how they feel about their sales practices. It is sure to impress the hiring manager that you took the initiative to do this, especially when you are able to bring a fresh perspective that will add value before even being hired.

Your Story – Make Sure You Have One

Demonstrate your ability to tell a compelling story to help build an emotional connection with prospects and the company by relating your own story to the interviewer. Your personal narrative about what led to the desire to work in the field of technology sales, or 3 relevant reasons you are right for this company will help do that. Expect questions like the following:

The first impression you make on the interviewer will be the one that stands out the most in their mind. To make a good impression, be sure to get adequate rest the night before, dress in your best professional attire, and arrive a few minutes early. Treat the interview as if it were your most important sales call ever.

Ask Questions Of Your Own

To illustrate your business acumen and technology sales expertise, ask some thoughtful questions of your own. Such questions will serve a dual purpose. They will help you better assess whether or not the company is the right choice for you, and they will demonstrate that you are able to probe during sales situations. Examples of questions that can be asked would be, “What about my resume intrigues you?” Why are people successful within the company?” or “Where is the company heading?” Just be sure not to ask about company benefits, salary, or commissions too early on or you may appear to be only interested in what you can earn.

Close The Sale

Remember, you are selling yourself during the interview process, and every sales opportunity should end with a closing. Without asking for what you want, you may never get it. At the end of the interview, you may want to ask where the company is in the interview process, or if you can schedule another interview at this time, or does the manager believe you are a good fit and do you have their endorsement for the next step. It is also a good idea to ask what the next step is. It is also ok to ask if there are any concerns. This way if there are some you have a chance to address them. When you do get an offer for the technology sales position, the next step is to work to forge a beneficial relationship between the company and yourself. This is the time to work out details about financial compensation. You can do this by knowing your market value, your financial requirements, and how much wiggle room you have. It is never a good idea to forgo a wonderful position because you are not able to negotiate an exact amount or to take one that is not suitable. The future of your career hangs in the balance.

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Written by: Cathy Cairns

December 11, 2017

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Written by: Cathy Cairns

December 11, 2017