Job Interview Training

The following are excerpts from 'Interview With Power', a powerful, state of the art seminar on the science of interviewing. This world class training program is brought to you by Julius Mann, an author, trainer, motivational speaker and former President of Mann Medical Search, Inc.. He has been educating professionals on the science of interviewing for 35 years and has placed over 1,000 of those professionals in outstanding career positions. He is honored to share some of his knowledge here to help you attain the position of your dreams!

Here are a few sound interview guidelines and some Top 10 lists of great interview questions:

THE INTERVIEW PROCESS
PREPARING FOR YOUR INTERVIEW
1. Fully research the company prior to the interview. Know and understand their products, customer base, competition, ranking, industry, etc. Speak to people who know them or their products and find out whatever you can about them. These days, every company has a web site (so does their competition), look at it, study it, and learn from it. Be prepared to talk about what you have learned about the company and the business they are in. The Internet has become an invaluable resource for obtaining information, use it to your advantage! Use this site's sales career tools page for ideas on where to get company information on the web. Click here to research companies you are interviewing with.
2. Know your resume and portfolio thoroughly. Be prepared to specifically explain your employment history, positions held, track record (especially in sales) and educational background. Gather together and be prepared to speak about all documentation you have regarding your candidacy. Documentation should be neat and organized. If you are a professional in sales, being able to sell yourself is one thing you must be able to do, after all it is the one product you know best! Click here to get help writing a resume.
3. Appropriate attire and appearance - Good grooming is a MUST and includes: a haircut/style, personal cleanliness and color-coordinated, conservative clothing. It is appropriate for men to wear suits and women tailored suit or dress. You will need to look your very best.
4. Confirm your appointment prior to the job interview. Fax a letter, send an e-mail or leave a voice mail message.

THE INTERVIEW ITSELF

1. Never be late, if possible arrive 15-20 minutes early for the interview. Find a place to gather yourself and check your appearance, make sure your tie/clothes are straight and not wrinkled, your paperwork is in order and get your thoughts together. Turn off cell phones and beepers before the interview.

2. Introduce yourself with confidence and a smile! First impressions go a long way, make it a great one!

3. Maintain eye contact with your interviewer. If you are being interviewed by more than on person at a time, be sure to maintain eye contact with all parties. Keep your focus and intensity level high throughout the interview.

4. LISTENING SKILLS...listen closely to your interviewer. Rephrase the questions your interviewer asks and use them as the beginning of your answer. Answer questions specifically, briefly and to the point. Don't ramble on and on. Remember, no one has ever listened themselves out of a job!!!!

5. Don't be intimidated by any questions your interviewer asks. The ability to think on your feet is an important asset, so show your interviewer you can do that. Be confident with your responses!

6. NEVER curse or swear during an interview, even if the interviewer does. Be the true professional!

7. Do not give any negative answers regarding past employers, managers or experiences. Some interviewers intentionally try to solicit negativity. Be positive and consistent with your responses to all types of questions.

8. Never ask the company about salary or benefits packages until after you receive the job offer.

9. Don't worry about being nervous, it is a natural response. Use that nervous energy to your advantage and be enthusiastic, but be careful not to overstate answers or talk too much.

10. ALWAYS follow up each interview within 24 hours! This can be done by typing a brief business thank you letter (2-3 paragraphs), and can be faxed, e-mailed or even left as a voice mail message. Express your interest in the company as well as the position you interviewed for and thank the interviewer for taking the time to consider your candidacy. Also, restate, based on your conversation and the information you gathered during the interview, why you feel you are qualified for the position. Specify how your experience meets the needs of the company and the position. If you want the job, let the company know it, show your interest!

Lastly, make sure you call your recruiter to give interview feedback as soon as possible.

INTERVIEW QUESTIONS
QUESTIONS YOU NEED TO BE PREPARED TO ANSWER
1. Tell me about yourself. 2. What is your greatest strength and/or weakness both personally and professionally? 3. Where do you want to be in 5 years, 10 years, etc…? What are your career goals? 4. What are your specific reasons for leaving present and previous employers? 5. What did you enjoy most and/or least about previous positions, managers and employers? 6. Why should our company hire you over your competition? What qualifications make you the candidate? 7. Do you have any documentation to support your successes, achievements and accomplishments? 8. What questions do you have for me about the company, industry, position etc...? 9. What have you accomplished in your professional career or your current position? 10. What was the most difficult sale you ever had to close? Why? How did you accomplish this?
PROBING, NEEDS ASSESSMENT QUESTIONS
These key questions will cause the company to expose its weaknesses and reveal the areas where it needs improvement. Retain and store these responses to assist you in closing the interviewer for the position.
1. What characteristics does the company feel are attractive about itself? 2. As a 'Sales Manager' (title), what is the most difficult challenge you currently face? 3. What are the toughest challenges the company presently faces? 4. Describe for me what the ideal candidate for this position is. 5. What are the three major qualities you are looking for when hiring a sales representative? 6. What are the three main responsibilities for the position? 7. Describe the common traits found in your most successful employees or sales representatives. 8. I want to be your #1 sales representative. What specific qualities do you feel are needed to achieve that position within this company? 9. What do you expect from me as your sales representative? 10. What would you consider a major addition to your sales force? (e.g. more service back-up, pricing, advertising, marketing plans, more sales incentive awards, better training, etc…)
CRUCIAL CLOSING QUESTIONS
The bottom line to the interview can be revealed by simply asking: AM I YOUR #1 CANDIDATE?
1. What additional information do you need regarding my candidacy? 2. Can you please explain the rest of the interview process? Where do I go from here? 3. Do you have any objections or reservations regarding my candidacy for this position? 4. Is there anything preventing my candidacy from proceeding in the interview process? 5. I want to go to work for your company, can you see any reason why that won't happen? 6. Is there any reason why we cannot set up the next interview now? 7. Do you see any reason why I would not be a major addition to your sales team? 8. How do I compare to my competition? 9. How am I doing? 10. Ask for the position or next step at least two times, no more than three.
*Close it!* *Close it!!* *Close it!!!*
QUESTIONS YOU SHOULD BE ASKING YOURSELF
The answers to these questions will help you to make a well informed career decision.
1. Why is this position available? 2. What are the toughest challenges the company is facing in the future? 3. What percentage of the market share does the company have? 4. What separates this company from the competition? 5. What plans does the company have to increase market share? 6. What is the make up of the customer base? 7. What is the career path like for top performers? 8. What is the training program like? 9. What is the present condition of the territory? How did it get that way? 10. What qualities make the #1 sales rep so successful?
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