Going on a job search is similar to preparing for a sales pitch - the job seeker is like a product, his resumé is the product brochure, and the hiring manager is the customer.
NO EFFICIENT salesman would visit a client without prior preparation. He would have done his homework on the needs and wants of his client before proving that his product or service can solve the problem and meet the client's needs. He would highlight features and benefits relevant to the current need and close the sale.
Similar to a sales situation, the job seeker should seek to understand the hiring manager's needs and wants, and then go on to prove how hiring him will solve the problem.
Job seekers can prepare themselves by doing the following:
Do your research
The job seeker should do a fair bit of research about the company before sending in his resumé. He should try to find out as much as possible about the company's products, challenges, reasons for the role, the job scope, the hiring manager, and any other information that would help him during the interview.
Achieve at least one objective
The super salesman always aims to achieve at least one objective for every sales call, whether it is to get to know the client's needs better, demonstrate the product or close the sale.
The job seeker too should aim to achieve at least one objective from his meeting. It could be to gain further interviews, learn about other possible opportunities in the company, get past the screeners to get to the decision-maker or to have a chance to demonstrate his skills.
Prepare thoughtful questions
The super salesman asks a lot of questions and is therefore able to garner more information on his client's needs and wants.
Candidates too should ask the interviewer more questions not only to get more information, but also to prove that they have done their research. Insightful questions impress interviewers as much as good answers.
Here are some examples of questions to ask:
How would you describe the company, and what is your management style?
How would you measure the performance of the person in this role?
What are your expectations of the person in this role?
What kind of training is available?
What are the major challenges of this role?
Dress appropriately
The salesman is always dressed in a way that shows credibility and professionalism. The job seeker should be dressed according to the dress code of the company and the role he is applying for.
A safe rule of thumb is to dress just one notch above the company dress code. If the candidate finds himself overdressed, it is fairly simple to remove the jacket or tie, and roll up the sleeves. But if a candidate is underdressed, it is harder to jazz up a casual outfit.
Listen and take notes
Super salesmen spend 80 per cent of their time listening and 20 per cent of their time talking.
In an interview, the employer is interested in the applicant's ability to solve the company's problems, so candidates should answer questions succinctly, and provide evidence or examples to support what they say.
Interviewers also appreciate candidates who listen and pay attention to details shared by the interviewer.
Show or prove something
The success of a sale hinges on the salesman's ability to prove that his product or service is able to solve the client's problem or meet his needs.
Similarly, the interview is a chance for the job seeker to prove he has the right skills and experience. He should prepare his anecdotes before the interview, and review his resumé to refresh his memory.
More employers are asking candidates to prove their abilities through various assessments and presentations, and job seekers should not shy away from them.
Ask for the job
All good salesmen know how to ask for the sale.
During the interview, the job seeker should ask for next steps, and even the opinion of the interviewer on the job fit.
Asking for the job is nothing to be ashamed of. The candidate who asks for the job shows his motivation and interest explicitly, and may help the employer make up his mind.
Send a thank-you note
Super salesmen always follow up with their clients and send thank-you notes. Likewise, the job seeker can show good manners and respect by sending a thank-you note to the interviewer who took the time to meet with him.
Article contributed by Chee Sze Yen, senior consultant, DBM Singapore, a global human capital management firm providing transition services to private and public companies, not-for-profits and governments. Website: www.dbm.com.
