TRAPS: Some interviewers, especially business owners and
hard-charging executives in marketing-driven companies, feel that good
salesmanship is essential for any key position and ask for an instant
demonstration of your skill. Be ready.
BEST ANSWER: Of course, you already know the most important
secret of all great salesmanship--"find out what people want, and then
show them how to get it. "
If your interviewer picks up his stapler and asks, "Sell
this to me, you are going to demonstrate this proven master principle.
Here's how:
"Well, a good salesman must know both his product and
his prospect before he sells anything.
If I were selling this, I'd first get to know everything I could about
it, all its features and benefits.
"Then, if my goal were to sell it to you, I would do
some research on how you might use a fine stapler like this. The best way to do that is by asking some
questions. May I ask you a few
questions?"
Then ask a few questions such as, “Just out of curiosity, if
you didn't already have a stapler like this, why would you want one? And in
addition to that? Any other reasons? Anything else?”
"And would you
want such a stapler to be reliable? Hold
a good supply of staples?" (Ask
more questions that point to the features this stapler has.) Once you've asked these questions, make your
presentation, citing all the features, and benefits of this stapler and why
it's exactly what the interviewer just told you he's looking for.
Then close with, "Just out of curiosity, what would you
consider a reasonable price for a quality stapler like this...a stapler you
could have right now and would (then repeat all the problems the stapler would
solve for him)?" Whatever he says, (unless it's zero), say, "Okay,
we've got a deal."
Note: If your interviewer tests you by fighting every step
of the way, denying that he even wants such an item, don't fight him. Take the product away from him by saying,
"Mr. Prospect, I'm delighted you've told me right up front that there's no
way you'd ever want this stapler. As you
well know, the first rule of the most productive salespeople in any field is to
meet the needs of people who really need and want our products, and it just
wastes everyone's time if we try to force it on those who don't. And I certainly wouldn't want to waste your
time. But we sell many items. Is there any product on this desk you would
very much like to own...just one item?" When he points something out,
repeat the process above. If he knows
anything about selling, he may give you a standing ovation.
