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Talking Points

 

Phone or FTF Interview “Talking Points”


Representative and Managers' Interview Talking Points


 

Some suggested points to reinforce during a phone or Face-to- Face (FTF) interview

 

Sales Representative’s Interview:

  1. Passion/Work Ethic
  2. Field Management Ability
    1. ability to realistically measure and evaluate potential sale
    2. ability to work with and inspire both internal and external client loyalty
    3. ability to know “when to hold them or fold them”
  3. Can sell at local user, management or “C” level.
  4. Ability to close and ask for the order. I always work under "assumptive" close sales system.
  5. I am a quick study with the ability to see and project the Solution Sales Process.

Remember, interviewing is a process, not an act. See: The sales audition 

Find out why you are there, sift through your accomplishments, present, then close for the job. You just need to always focus on mitigating the hiring manager's risk.

Manager’s Interview


Points to reinforce: Be able to distinguish between the position of leader and manager, know the differences.

  1. Passion/Work Ethic
  2. Management Ability
    1. ability to measure and evaluate staff
    2. ability to work with and inspire a dealer network
    3. ability to attract, hold and lead a sales staff
  3. Can allow your company to transit “application” to the “C” level or at least IS to grow the base sale
  4. Ability to close and ask for the order
  5. Knowing when to hold and fold
  6. I am a quick study, and the application process is less limiting than my ability to see, project, teach and understand the Solution Sales Process.

Consider asking the Hiring Authority the following:

1. What is it like working for you?

2. What is your definition of success, and how will I know a year from now if I am successful?

Then close for the job!

For more information please check out our book.

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