CIDS interview questions
1. IF I ASKED YOUR CLOSEST FRIENDS ARE YOU A SUCCESS, WHAT WOULD THEY SAY? HOW WOULD YOU DESCRIBE SUCCESS?
I DON'T SHARE VERY MUCH OF MY BUSINESS LIFE WITH CLOSE FRIENDS. I HAVE FOUND THROUGH EXPERIENCE THAT IT'S THE QUICKEST WAY TO LOSE FRIENDS. IF YOU ASKED MY CLOSE BUSINESS ASSOCIATES THE SAME QUESTION THEY WOULD SAY:
HIS WORD IS HIS BOND. IF HE SAYS HE WILL DO SOMETHING IT WILL BE DONE.
IF YOU APPROACH HIM WITH SOMETHING IN CONFIDENCE HE HOLDS IT IN CONFIDENCE. HE HATES GOSSIP AND WILL LEAVE THE GROUP IF GOSSIP STARTS.
HE IS GOOD AT BUILDING RELATIONSHIPS AND IS A TEAM PLAYER
HOW WOULD YOU DESCRIBE SUCCESS?
SUCCESS.... BE HAPPY AT WHATEVER YOU DO AND DO IT WELL. WHATEVER IT IS. I USED TO GET MY SHOES SHINED IN THE ST. LOUIS AIRPORT BY THE SAME GUY (THERE WERE 6 TO CHOOSE FROM). HE WAS ALWAYS WHISTLING AND HAD A GREAT ATTITUDE. HE WAS PROUD THAT YOU COULDN'T GET A BETTER SHINE ANYWHERE!!!! HE ALWAYS STARTED THAT PARTICULAR DAY OFF WELL FOR ME. HIS ENTHUSIASM WAS CONTAGIOUS.
2. DESCRIBE THE PERFECT JOB.
A STABLE COMPANY THAT SUPPORTS MY EFFORTS AS MUCH AS I SUPPORT THE COMPANY. THEY ARE NOT OUT TO SEE HOW MUCH THEY CAN MAKE OFF OF ME.
THE COMPANY STRIVES TO KEEP ME INFORMED AND UP TO DATE.
GREAT PRODUCT AND SUPPORT
UNLIMITED EARNINGS BASED ON MY ABILITY TO FIND, QUALIFY AND CLOSE BUSINESS.
3. RANK ORDER THE FOLLOWING IN IMPORTANCE.
a. INCOME 1. COMPANY REPUTATION
b. SECURITY 2. QUALITY OF PRODUCT
c. GROWTH IN COMPANY 3. TRAINING
d. TRAINING 4. INCOME
e. QUALITY OF PRODUCT 5. PERSONAL RECOGNITION
f. COMPANY REPUTATION 6. SECURITY
g. PERSONAL RECOGNITION 7. GROWTH IN COMPANY
IF 1,2,3, AND SUPPORT ARE THERE, AND I DO MY JOB RIGHT, 4,5,6 AND 7 WILL TAKE CARE OF THEMSELVES (USUALLY). UNFORTUNATELY IT DOESN'T ALWAYS WORK THAT WAY.
4. WHAT WAS ONE THING THAT A PRIOR MANAGER DID MOST OFTEN TO
TO HELP YOU SUCCEED? LIST SALES AND MANAGEMENT SKILLS SEPARATELY.
1. TAUGHT ME ABOUT THE ART OF PERSUADING PEOPLE.
2. DID A LOT TO ENCOURAGE GOOD PERFORMANCE
3. WAS ALWAYS A POSITIVE INFLUENCE
4. HAD THE ABILITY TO PICK YOU UP WHEN YOU WERE DOWN
5. GAVE ME A BOOT IN THE BUTT WHEN I NEEDED IT (IT ALWAYS ENDED UP POSITIVE THOUGH).
5. WHAT WAS THE ONE THING THAT A PRIOR MANAGER DID TO IMPEDE YOUR SUCCESS OR PROVED TO BE THE MOST FRUSTRATING?
THE MANAGER WAS THE CENTER OF THE GOSSIP GROUP. IF THERE WAS ANY GOSSIP IN THE GROUP HE WOULD LISTEN AND PASS IT ON TO OTHERS OR HE WOULD INITIATE THE GOSSIP. THERE WAS NO TRUST IN HIS GROUP, EVERYONE WAS OUT FOR THEMSELVES AND OVERALL MORALE WAS VERY LOW.
6. NAME YOUR 5 MAJOR STRENGTHS AS A PROFESSIONAL.
1. ETHICS. I AM A PERSON OF MY WORD. I CONSIDER RELATIONSHIPS TO BE MORE IMPORTANT THAN AN INDIVIDUAL SALE.
2. LISTENER. I AM A STUDENT OF LISTENING. YOU LEARN NOTHING WHEN YOUR MOUTH IS ENGAGED. IF YOU LISTEN TO YOUR CUSTOMER THEY WILL USUALLY TELL YOU HOW TO SELL TO THEM IF YOU ASK THE RIGHT QUESTIONS AND LISTEN.
3. I START SELLING MYSELF WHEN I GO THROUGH THE DOOR AND THAT INCLUDES EVERYONE IN THE COMPANY. I DON'T START SELLING MY SOLUTION UNTIL I KNOW THE CUSTOMER'S MOTIVATION AND MY PRODUCT IS A GOOD FIT OR I HAVE MADE IT A GOOD FIT.
4. I DO WHAT I SAY. I FOLLOW UP.
5. I SELL AND QUALIFY TO MY COMPANY'S STRENGTHS.
WHICH AMONG THESE STRENGTHS DO YOU FIND THE EASIEST TO DO.
MEET AND BUILD RELATIONSHIPS WITH PEOPLE. IT COMES NATURALLY TO ME AND PEOPLE BUY FROM PEOPLE THEY LIKE.
THE HARDEST?
FOLLOW UP TAKES A LOT OF EFFORT. YOU HAVE TO LISTEN, TAKE GOOD NOTES AND HAVE A PROCESS OR SYSTEM TO FOLLOW UP ON EVERYTHING. THE QUICKEST WAY TO LOSE A GOOD RELATIONSHIP OR OPPORTUNITY IN NOT DO WHAT YOU SAY YOU WILL DO.
WHAT AREA GIVES YOU THE MOST PRIDE?
BEATING THE COMPITETION. CLOSING A HARD PROJECT THAT TOOK A LOT OF WORK, THOUGHT AND CREATIVITY.
7. WHAT PROFESSIONAL SKILL/AREA DO YOU WORK THE MOST OFTEN TO IMPROVE?
KEEPING UP WITH TECHNOLOGY. ALSO I HAVE TO WORK ON TALKING ABOUT MYSELF. IN LOOKING FOR THE NEXT OPPORTUNITY YOU HAVE TO BOAST ABOUT YOURSELF AND YOUR ACCOMPLISHMENTS AND THAT HAS ALWAYS BEEN HARD FOR ME TO DO.
8. IF YOU ARE SUCCESSFUL IN 12 MONTHS HOW WILL YOU KNOW?
a. MY PIPELINE WILL BE FULL OF QUALIFIED OPPORTUNITIES.
b. MY CLOSE RATIO WILL BE ABOVE 50%.
c. I WILL FIND IT DIFFICULT TO TAKE TIME TO PLAY GOLF.
d. I WILL HAVE AN EXCELLENT RELATIONSHIP WITH MY BOSS.
e. I WILL BE ABOVE QUOTA
9. OF WHAT ONE PROFESSIONAL ACCOMPLISHMENT ARE YOU THE MOST PROUD?
DOING THE JOB RIGHT.
10. PLEASE PROVIDE 3 REASONS YOU ARE AN OPPORTUNITY FOR THE NEW EMPLOYER?
1. I HAVE HIGH ETHICAL STANDARDS
2. IN MY ENTIRE HISTORY IN THIS BUSINESS I DO NOT HAVE ONE BLACK MARK ON MY RECORD WITH CUSTOMERS THAT I HAVE WORKED WITH.
3. I WORK HARD AND I WORK SMART
4. I AM A GREAT SALESPERSON
11. WHAT UNIQUE SKILLS DO YOU BRING TO US? WHY COULD YOU BE DESCRIBED AS AN OPPORTUNITY TO THIS FIRM?
1. MY WORK ETHIC.
2. MY ABILITY TO EVALUATE A SALES OPPORTUNITY AND MATCH IT UP TO MY COMPANIES STRENGTHS.
3. MY KNOWLEDGE OF SALES AND MY ABILITY TO QUALIFY OPPORTUNITIES.
4. I AM A TEAM PLAYER.
WHAT IS AN OPPORTUNITY?
AN OPPORTUNITY IS TO HAVE A CHANCE AT SOMETHING.
12. WHAT DOES YOUR CURRENT SUPERVISOR WORK ON MOST OFTEN TO HELP YOU IMPROVE?
MY MANAGER NEEDS TO MAKE SURE I HAVE AN EQUAL OPPORTUNITY AT THE BUSINESS.
WHAT DO YOU DO MOST OFTEN TO HELP YOUR SUPERVISOR IMPROVE?
I HAVE NO IDEA OF WHAT THIS MEANS
13. WHAT DO YOU FIND THE MOST CHALLENGING ABOUT YOUR PRESENT SITUATION?
TALKING ABOUT MYSELF.
14. WHAT DO YOU FIND THE LEAST CHALLENGING?
HONESTLY......PAPERWORK (A NECESSARY EVIL FOR A SALES PERSON OR SALES MANAGER). I LIKE TO USE MY CREATIVITY AND SELL OR TEACH SELLING. I HAVE NEVER FOUND A WAY TO MAKE PAPERWORK CREATIVE OR FUN.
15. WHY ARE YOU LOOKING TO CHANGE NOW?
I AM HUNGRY FOR MY NEXT OPPORTUNITY TO BE SUCCESSFUL.
16. WHAT ARE YOU LOOKING FOR IN A NEW OPPORTUNITY? LIST 5.
1. A REALISTIC TERRITORY AND OPPORTUNITY AT THE BUSINESS.
2. TO BE FAIRLY COMPENSATED.
3. TO BE INFORMED.
4. AN UNDERSTANDING FROM MY DIRECT SUPERVISOR WHERE I STAND IN THE ORGANIZATION AT ANY POINT IN TIME.
5. A REALISTIC PERIOD OF TIME TO ACHIEVE SUCCESS.
6. HELP IF I NEED IT.
7. AN ETHICAL COMPANY WITH A GOOD SOLUTION AND SUPPORT.
17. WHAT COMPANIES WOULD YOU BE INTERESTED IN JOINING?
A WELL FUNDED/MANAGED START UP COMPANY WITH A GOOD NICHE SOLUTION AND SUPPORT TO BACK UP MY EFFORTS
18. WHICH COMPANIES DO YOU NOT WISH TO JOIN?
AN ESTABLISHED COMPANY WHO IS TRYING TO EXPAND BY ADDING ANOTHER PERSON OR TERRITORY WITHIN A SATURATED MARKET.
19. IF YOU WERE JUST STARTING YOUR CAREER, WHAT WOULD YOU DO DIFFERENTLY?
I DON'T THINK I WOULD DO ANYTHING DIFFERENTLY. I LOVE SALES. IT HAS PROVIDED ME AN OPPORTUNITY TO USE MY CREATIVITY TO ACHIEVE GOALS THAT I SET FOR MYSELF. THERE IS NO OTHER THING THAT GIVES YOU MORE CONTROL OF YOUR DESTINY.
20. HOW MUCH TRAVELING DO YOU CURRENTLY DO? WHAT ARE YOU COMFORTABLE WITH?
I WILL TRAVEL WHATEVER AMOUNT OF TIME IT TAKES TO GET THE JOB DONE.
21. HOW MANY PEOPLE HAVE YOU SUPERVISED IN THE PAST?
I WAS A DISTRICT SALES MANAGER WITH 10 PEOPLE REPORTING TO ME FOR ABOUT 4 YEARS. I WAS RESPONSIBLE FOR HIRING, COACHING AND TRAINING ENTRY LEVEL SALESPEOPLE AND MONITORING THEIR PERFORMANCE. I CONDUCTED QUARTERLY DISTRICT SALES MEETINGS AND WORKED WITH EACH REPRESENTATIVE IN THE FIELD AND CONDUCTED CURB SIDE COACHING CONFERENCES. I ALSO CREATED SALES REPORTS, MONITORED ACTIVITY REPORTS AND CONDUCTED PERFORMANCE EVALUATIONS.
22. RELOCATE?
I HAVE BEEN IN THE DALLAS AREA FOR ABOUT 20 YEARS AND KNOW THE TERRITORY AND MANY COMPANIES AND DECISIONS MAKERS VERY WELL. IT WOULD DEPEND ON THE OPPORTUNITY AND HOW SECURE I FELT ABOUT THE COMPANY IN SUPPORTING ME IN A GEOGRAPHY THAT I WAS UNFAMILIAR WITH.
23. YOUR SUCCESS STORIES? WHY?
I HAD A 9 YEAR CAREER IN MEDICAL SALES WITH INCREASING RESPONSIBILITIES DURING THAT TIME. AS A SALES MANAGER I WAS ABLE TO HIRE YOUNG TALENT AND HELP THEM GROW AND MOVE ON TO BE SUCCESSFUL.
I HAVE HAD SEVERAL SITUATIONS WHERE I NEGOTIATED, SOLD AND OVERSAW THE IMPLEMENTATION OF A MULTIFACETED OPPORTUNITY AND CARRIED IT OUT TO COMPLETION AND SIGN OFF BY THE CUSTOMER.
24. WHAT DID YOU EARN LAST YEAR?
I WOULD LIKE A CHANCE AT A 6 FIGURE INCOME OR BETTER BASED ON MY ABILITIES TO FIND, QUALIFY AND CLOSE BUSINESS.
25. WHAT WAS YOUR QUOTA LAST YEAR? WHAT % DID YOU REACH?
THROUGHOUT MY CAREER I HAVE CONSISTENTLY EXCEEDED MY SALES QUOTAS.
26. DESCRIBE HOW YOU WORK. WHAT IS A TYPICAL DAY LIKE?
I ARRIVE AT THE OFFICE BY 7:00 OR 7:30 AM AND CONSULT MY CALENDAR AND MAKE A POT OF COFFEE.
I READ THE DALLAS MORNING NEWS EVERY MORNING LOOKING FOR POSSIBLE LEADS. I ALSO GET AN UPDATE VIA E-MAIL EVERY MORNING FROM THE DALLAS BUSINESS JOURNAL ON WHAT LOCAL COMPANIES ARE DOING.
I ANSWER ALL E-MAIL RECEIVED OVERNIGHT.
I USE THE MORNING TO DO PROSPECTING CALLS AND LOOK FOR NEW OPPORTUNITIES. I TRY NOT TO TAKE VENDOR CALLS OR PERSONAL CALLS IN THE MORNING. MORNINGS ARE FOR FINDING NEW BUSINESS AND TALKING TO CUSTOMERS.
I TRY TO HAVE AT LEAST ONE GOOD ON SITE APPOINTMENT IN THE AFTERNOONS. I ALSO USE THE AFTERNOONS TO FOLLOW UP WITH ASSOCIATES AND OPPORTUNITIES I HAVE WORKING TO SEE THAT EVERYTHING IS PROGRESSING ON SCHEDULE.
BEFORE I LEAVE FOR THE DAY, I CONSULT MY CALENDAR TO SEE WHAT IS SCHEDULED FOR THE NEXT DAY.
27. TELL ME YOUR CAREER STORY. 10 SECOND, 30 SECOND, 3 MINUTE
10 SECOND
30 SECOND
3 MINUTE
28. DESCRIBE YOUR FIRST 90 DAYS TO YOUR NEW EMPLOYER.
1. SPEND THE FIRST DAY THAT I HAVE BY MYSELF ORGANIZING MY FILES (CUSTOMER, PROSPECT, FOLLOW UP).
2. I SET UP MY ACTIVITY GOALS. I NEVER SET $ GOALS. I LEAVE THAT TO THE COMPANY. DOLLAR GOALS ARE REACHED BY ACHIEVING ACTIVITY GOALS. I USUALLY HAVE ABOUT 30 COLD CALLS SCHEDULED FOR EACH DAY AND TRY TO HAVE A GOOD CONVERSATION WITH 10 0F THEM.
3. THE NEXT 2 TO 3 DAYS IS SPENT CALLING PAST CUSTOMERS AND ASSOCIATES TO LET THEM KNOW WHAT I AM DOING AND GIVE THEM A PRESENTATION ABOUT WHAT MY COMPANY DOES. I ALSO TRY TO GET FEEDBACK FROM THEM IF THEY KNOW A COMPANY OR PEER WHO MIGHT BENEFIT FROM MY SOLUTION. IF ANY OPPORTUNITIES COME UP I IMMEDIATELY SCHEDULE AN ON SITE VISIT TO GET THE BALL ROLLING.
4. I CONSTRUCT AT LEAST 5 GOOD INTRODUCTION LETTERS AND E-MAIL MESSAGES THAT I CAN USE TO SEND AS FOLLOW UP..
5. I DEVELOP MY SALES PITCH AND VOICE MAIL MESSAGE TO MAKE SURE I AM GETTING THE MOST OUT OF MY EFFORTS. EACH VOICE MAIL AND E-MAIL IS A COMMERCIAL FOR ME AND MY COMPANY SO IT HAS TO HAVE QUICK IMPACT ON THE LISTENER OR READER.
6. I DEVELOP MY ELEVATOR SPEECH.
7. I CHECK IN AND JOIN AND GROUPS OR ASSOCIATIONS THAT HELP ME GET INFORMATION AND LEADS.
8. I SET UP A DATABASE FOR CUSTOMERS AND POTENTIAL CUSTOMERS TO DO A PERIODIC MAILING ABOUT RELEVANT ANNOUNCEMENTS OR NEWS ABOUT MY COMPANY.
29. WHAT IS THE BEST TRAINING YOU EVER RECEIVED? WHY?
MY FIRST SELLING JOB WAS SELLING DOOR TO DOOR FOR AN ENTERTAINMENT COMPANY WHILE GETTING MY COLLEGE DEGREE. I HAD BEEN WITH THE COMPANY FOR ABOUT 3 MONTHS WITH LIMITED SUCCESS. THE PRESIDENT OF THE COMPANY TOOK ABOUT 5 OF US AND CONDUCTED A CLASS ON THE ART OF PERSUASION OVER A WEEK END. I STILL HAVE TWO LEGAL PADS FILLED WITH INFORMATION GAINED FROM THAT WEEK END. THE AREAS OF CONCENTRATION WERE:
ESTABLISHING RAPPORT AND CREATING TRUST
QUALIFYING A PROSPECT AND UNDERSTANDING THEIR SITUATION
PRESENTING YOUR PRODUCT USING FEATURE/ BENEFIT STATEMENTS
TRIAL CLOSING
OVERCOMING OBJECTIONS (A VERY STRICT PROCESS)
CLOSING
OVERCOMING OBJECTIONS
CLOSE
LEAVING THE CUSTOMER WITH A POSITIVE NOTE AND SET UP A PROCESS TO FOLLOW UP BOTH FOR CUSTOMER SATISFACTION AND NEW LEADS.
I HAVE FOUND THAT THE INFORMATION LEARNED FROM THAT WEEK END WAS A BIBLE FOR ANY SALES SITUATION I HAVE EVER BEEN INVOLVED IN.
31. OF WHAT ONE PROFESSIONAL ACCOMPLISHMENT OF A PRIOR MANAGER ARE YOU THE MOST PROUD?
SEE ABOVE
32. OF WHAT ONE PROFESSIONAL ACCOMPLISHMENT OF A PRIOR COMPANY ARE YOU THE MOST PROUD?
SEE ABOVE
33. OF WHAT ONE PERSONAL ACCOMPLISHMENT ARE YOU THE MOST PROUD?
I ANTICIPATE IT WILL BE WORKING WITH THE MAKE A WISH FOUNDATION TO RAISE FUNDS FROM COMPANIES TO SUPPORT THEIR EFFORTS.
I DON'T SHARE VERY MUCH OF MY BUSINESS LIFE WITH CLOSE FRIENDS. I HAVE FOUND THROUGH EXPERIENCE THAT IT'S THE QUICKEST WAY TO LOSE FRIENDS. IF YOU ASKED MY CLOSE BUSINESS ASSOCIATES THE SAME QUESTION THEY WOULD SAY:
HIS WORD IS HIS BOND. IF HE SAYS HE WILL DO SOMETHING IT WILL BE DONE.
IF YOU APPROACH HIM WITH SOMETHING IN CONFIDENCE HE HOLDS IT IN CONFIDENCE. HE HATES GOSSIP AND WILL LEAVE THE GROUP IF GOSSIP STARTS.
HE IS GOOD AT BUILDING RELATIONSHIPS AND IS A TEAM PLAYER
HOW WOULD YOU DESCRIBE SUCCESS?
SUCCESS.... BE HAPPY AT WHATEVER YOU DO AND DO IT WELL. WHATEVER IT IS. I USED TO GET MY SHOES SHINED IN THE ST. LOUIS AIRPORT BY THE SAME GUY (THERE WERE 6 TO CHOOSE FROM). HE WAS ALWAYS WHISTLING AND HAD A GREAT ATTITUDE. HE WAS PROUD THAT YOU COULDN'T GET A BETTER SHINE ANYWHERE!!!! HE ALWAYS STARTED THAT PARTICULAR DAY OFF WELL FOR ME. HIS ENTHUSIASM WAS CONTAGIOUS.
2. DESCRIBE THE PERFECT JOB.
A STABLE COMPANY THAT SUPPORTS MY EFFORTS AS MUCH AS I SUPPORT THE COMPANY. THEY ARE NOT OUT TO SEE HOW MUCH THEY CAN MAKE OFF OF ME.
THE COMPANY STRIVES TO KEEP ME INFORMED AND UP TO DATE.
GREAT PRODUCT AND SUPPORT
UNLIMITED EARNINGS BASED ON MY ABILITY TO FIND, QUALIFY AND CLOSE BUSINESS.
3. RANK ORDER THE FOLLOWING IN IMPORTANCE.
a. INCOME 1. COMPANY REPUTATION
b. SECURITY 2. QUALITY OF PRODUCT
c. GROWTH IN COMPANY 3. TRAINING
d. TRAINING 4. INCOME
e. QUALITY OF PRODUCT 5. PERSONAL RECOGNITION
f. COMPANY REPUTATION 6. SECURITY
g. PERSONAL RECOGNITION 7. GROWTH IN COMPANY
IF 1,2,3, AND SUPPORT ARE THERE, AND I DO MY JOB RIGHT, 4,5,6 AND 7 WILL TAKE CARE OF THEMSELVES (USUALLY). UNFORTUNATELY IT DOESN'T ALWAYS WORK THAT WAY.
4. WHAT WAS ONE THING THAT A PRIOR MANAGER DID MOST OFTEN TO
TO HELP YOU SUCCEED? LIST SALES AND MANAGEMENT SKILLS SEPARATELY.
1. TAUGHT ME ABOUT THE ART OF PERSUADING PEOPLE.
2. DID A LOT TO ENCOURAGE GOOD PERFORMANCE
3. WAS ALWAYS A POSITIVE INFLUENCE
4. HAD THE ABILITY TO PICK YOU UP WHEN YOU WERE DOWN
5. GAVE ME A BOOT IN THE BUTT WHEN I NEEDED IT (IT ALWAYS ENDED UP POSITIVE THOUGH).
5. WHAT WAS THE ONE THING THAT A PRIOR MANAGER DID TO IMPEDE YOUR SUCCESS OR PROVED TO BE THE MOST FRUSTRATING?
THE MANAGER WAS THE CENTER OF THE GOSSIP GROUP. IF THERE WAS ANY GOSSIP IN THE GROUP HE WOULD LISTEN AND PASS IT ON TO OTHERS OR HE WOULD INITIATE THE GOSSIP. THERE WAS NO TRUST IN HIS GROUP, EVERYONE WAS OUT FOR THEMSELVES AND OVERALL MORALE WAS VERY LOW.
6. NAME YOUR 5 MAJOR STRENGTHS AS A PROFESSIONAL.
1. ETHICS. I AM A PERSON OF MY WORD. I CONSIDER RELATIONSHIPS TO BE MORE IMPORTANT THAN AN INDIVIDUAL SALE.
2. LISTENER. I AM A STUDENT OF LISTENING. YOU LEARN NOTHING WHEN YOUR MOUTH IS ENGAGED. IF YOU LISTEN TO YOUR CUSTOMER THEY WILL USUALLY TELL YOU HOW TO SELL TO THEM IF YOU ASK THE RIGHT QUESTIONS AND LISTEN.
3. I START SELLING MYSELF WHEN I GO THROUGH THE DOOR AND THAT INCLUDES EVERYONE IN THE COMPANY. I DON'T START SELLING MY SOLUTION UNTIL I KNOW THE CUSTOMER'S MOTIVATION AND MY PRODUCT IS A GOOD FIT OR I HAVE MADE IT A GOOD FIT.
4. I DO WHAT I SAY. I FOLLOW UP.
5. I SELL AND QUALIFY TO MY COMPANY'S STRENGTHS.
WHICH AMONG THESE STRENGTHS DO YOU FIND THE EASIEST TO DO.
MEET AND BUILD RELATIONSHIPS WITH PEOPLE. IT COMES NATURALLY TO ME AND PEOPLE BUY FROM PEOPLE THEY LIKE.
THE HARDEST?
FOLLOW UP TAKES A LOT OF EFFORT. YOU HAVE TO LISTEN, TAKE GOOD NOTES AND HAVE A PROCESS OR SYSTEM TO FOLLOW UP ON EVERYTHING. THE QUICKEST WAY TO LOSE A GOOD RELATIONSHIP OR OPPORTUNITY IN NOT DO WHAT YOU SAY YOU WILL DO.
WHAT AREA GIVES YOU THE MOST PRIDE?
BEATING THE COMPITETION. CLOSING A HARD PROJECT THAT TOOK A LOT OF WORK, THOUGHT AND CREATIVITY.
7. WHAT PROFESSIONAL SKILL/AREA DO YOU WORK THE MOST OFTEN TO IMPROVE?
KEEPING UP WITH TECHNOLOGY. ALSO I HAVE TO WORK ON TALKING ABOUT MYSELF. IN LOOKING FOR THE NEXT OPPORTUNITY YOU HAVE TO BOAST ABOUT YOURSELF AND YOUR ACCOMPLISHMENTS AND THAT HAS ALWAYS BEEN HARD FOR ME TO DO.
8. IF YOU ARE SUCCESSFUL IN 12 MONTHS HOW WILL YOU KNOW?
a. MY PIPELINE WILL BE FULL OF QUALIFIED OPPORTUNITIES.
b. MY CLOSE RATIO WILL BE ABOVE 50%.
c. I WILL FIND IT DIFFICULT TO TAKE TIME TO PLAY GOLF.
d. I WILL HAVE AN EXCELLENT RELATIONSHIP WITH MY BOSS.
e. I WILL BE ABOVE QUOTA
9. OF WHAT ONE PROFESSIONAL ACCOMPLISHMENT ARE YOU THE MOST PROUD?
DOING THE JOB RIGHT.
10. PLEASE PROVIDE 3 REASONS YOU ARE AN OPPORTUNITY FOR THE NEW EMPLOYER?
1. I HAVE HIGH ETHICAL STANDARDS
2. IN MY ENTIRE HISTORY IN THIS BUSINESS I DO NOT HAVE ONE BLACK MARK ON MY RECORD WITH CUSTOMERS THAT I HAVE WORKED WITH.
3. I WORK HARD AND I WORK SMART
4. I AM A GREAT SALESPERSON
11. WHAT UNIQUE SKILLS DO YOU BRING TO US? WHY COULD YOU BE DESCRIBED AS AN OPPORTUNITY TO THIS FIRM?
1. MY WORK ETHIC.
2. MY ABILITY TO EVALUATE A SALES OPPORTUNITY AND MATCH IT UP TO MY COMPANIES STRENGTHS.
3. MY KNOWLEDGE OF SALES AND MY ABILITY TO QUALIFY OPPORTUNITIES.
4. I AM A TEAM PLAYER.
WHAT IS AN OPPORTUNITY?
AN OPPORTUNITY IS TO HAVE A CHANCE AT SOMETHING.
12. WHAT DOES YOUR CURRENT SUPERVISOR WORK ON MOST OFTEN TO HELP YOU IMPROVE?
MY MANAGER NEEDS TO MAKE SURE I HAVE AN EQUAL OPPORTUNITY AT THE BUSINESS.
WHAT DO YOU DO MOST OFTEN TO HELP YOUR SUPERVISOR IMPROVE?
I HAVE NO IDEA OF WHAT THIS MEANS
13. WHAT DO YOU FIND THE MOST CHALLENGING ABOUT YOUR PRESENT SITUATION?
TALKING ABOUT MYSELF.
14. WHAT DO YOU FIND THE LEAST CHALLENGING?
HONESTLY......PAPERWORK (A NECESSARY EVIL FOR A SALES PERSON OR SALES MANAGER). I LIKE TO USE MY CREATIVITY AND SELL OR TEACH SELLING. I HAVE NEVER FOUND A WAY TO MAKE PAPERWORK CREATIVE OR FUN.
15. WHY ARE YOU LOOKING TO CHANGE NOW?
I AM HUNGRY FOR MY NEXT OPPORTUNITY TO BE SUCCESSFUL.
16. WHAT ARE YOU LOOKING FOR IN A NEW OPPORTUNITY? LIST 5.
1. A REALISTIC TERRITORY AND OPPORTUNITY AT THE BUSINESS.
2. TO BE FAIRLY COMPENSATED.
3. TO BE INFORMED.
4. AN UNDERSTANDING FROM MY DIRECT SUPERVISOR WHERE I STAND IN THE ORGANIZATION AT ANY POINT IN TIME.
5. A REALISTIC PERIOD OF TIME TO ACHIEVE SUCCESS.
6. HELP IF I NEED IT.
7. AN ETHICAL COMPANY WITH A GOOD SOLUTION AND SUPPORT.
17. WHAT COMPANIES WOULD YOU BE INTERESTED IN JOINING?
A WELL FUNDED/MANAGED START UP COMPANY WITH A GOOD NICHE SOLUTION AND SUPPORT TO BACK UP MY EFFORTS
18. WHICH COMPANIES DO YOU NOT WISH TO JOIN?
AN ESTABLISHED COMPANY WHO IS TRYING TO EXPAND BY ADDING ANOTHER PERSON OR TERRITORY WITHIN A SATURATED MARKET.
19. IF YOU WERE JUST STARTING YOUR CAREER, WHAT WOULD YOU DO DIFFERENTLY?
I DON'T THINK I WOULD DO ANYTHING DIFFERENTLY. I LOVE SALES. IT HAS PROVIDED ME AN OPPORTUNITY TO USE MY CREATIVITY TO ACHIEVE GOALS THAT I SET FOR MYSELF. THERE IS NO OTHER THING THAT GIVES YOU MORE CONTROL OF YOUR DESTINY.
20. HOW MUCH TRAVELING DO YOU CURRENTLY DO? WHAT ARE YOU COMFORTABLE WITH?
I WILL TRAVEL WHATEVER AMOUNT OF TIME IT TAKES TO GET THE JOB DONE.
21. HOW MANY PEOPLE HAVE YOU SUPERVISED IN THE PAST?
I WAS A DISTRICT SALES MANAGER WITH 10 PEOPLE REPORTING TO ME FOR ABOUT 4 YEARS. I WAS RESPONSIBLE FOR HIRING, COACHING AND TRAINING ENTRY LEVEL SALESPEOPLE AND MONITORING THEIR PERFORMANCE. I CONDUCTED QUARTERLY DISTRICT SALES MEETINGS AND WORKED WITH EACH REPRESENTATIVE IN THE FIELD AND CONDUCTED CURB SIDE COACHING CONFERENCES. I ALSO CREATED SALES REPORTS, MONITORED ACTIVITY REPORTS AND CONDUCTED PERFORMANCE EVALUATIONS.
22. RELOCATE?
I HAVE BEEN IN THE DALLAS AREA FOR ABOUT 20 YEARS AND KNOW THE TERRITORY AND MANY COMPANIES AND DECISIONS MAKERS VERY WELL. IT WOULD DEPEND ON THE OPPORTUNITY AND HOW SECURE I FELT ABOUT THE COMPANY IN SUPPORTING ME IN A GEOGRAPHY THAT I WAS UNFAMILIAR WITH.
23. YOUR SUCCESS STORIES? WHY?
I HAD A 9 YEAR CAREER IN MEDICAL SALES WITH INCREASING RESPONSIBILITIES DURING THAT TIME. AS A SALES MANAGER I WAS ABLE TO HIRE YOUNG TALENT AND HELP THEM GROW AND MOVE ON TO BE SUCCESSFUL.
I HAVE HAD SEVERAL SITUATIONS WHERE I NEGOTIATED, SOLD AND OVERSAW THE IMPLEMENTATION OF A MULTIFACETED OPPORTUNITY AND CARRIED IT OUT TO COMPLETION AND SIGN OFF BY THE CUSTOMER.
24. WHAT DID YOU EARN LAST YEAR?
I WOULD LIKE A CHANCE AT A 6 FIGURE INCOME OR BETTER BASED ON MY ABILITIES TO FIND, QUALIFY AND CLOSE BUSINESS.
25. WHAT WAS YOUR QUOTA LAST YEAR? WHAT % DID YOU REACH?
THROUGHOUT MY CAREER I HAVE CONSISTENTLY EXCEEDED MY SALES QUOTAS.
26. DESCRIBE HOW YOU WORK. WHAT IS A TYPICAL DAY LIKE?
I ARRIVE AT THE OFFICE BY 7:00 OR 7:30 AM AND CONSULT MY CALENDAR AND MAKE A POT OF COFFEE.
I READ THE DALLAS MORNING NEWS EVERY MORNING LOOKING FOR POSSIBLE LEADS. I ALSO GET AN UPDATE VIA E-MAIL EVERY MORNING FROM THE DALLAS BUSINESS JOURNAL ON WHAT LOCAL COMPANIES ARE DOING.
I ANSWER ALL E-MAIL RECEIVED OVERNIGHT.
I USE THE MORNING TO DO PROSPECTING CALLS AND LOOK FOR NEW OPPORTUNITIES. I TRY NOT TO TAKE VENDOR CALLS OR PERSONAL CALLS IN THE MORNING. MORNINGS ARE FOR FINDING NEW BUSINESS AND TALKING TO CUSTOMERS.
I TRY TO HAVE AT LEAST ONE GOOD ON SITE APPOINTMENT IN THE AFTERNOONS. I ALSO USE THE AFTERNOONS TO FOLLOW UP WITH ASSOCIATES AND OPPORTUNITIES I HAVE WORKING TO SEE THAT EVERYTHING IS PROGRESSING ON SCHEDULE.
BEFORE I LEAVE FOR THE DAY, I CONSULT MY CALENDAR TO SEE WHAT IS SCHEDULED FOR THE NEXT DAY.
27. TELL ME YOUR CAREER STORY. 10 SECOND, 30 SECOND, 3 MINUTE
10 SECOND
30 SECOND
3 MINUTE
28. DESCRIBE YOUR FIRST 90 DAYS TO YOUR NEW EMPLOYER.
1. SPEND THE FIRST DAY THAT I HAVE BY MYSELF ORGANIZING MY FILES (CUSTOMER, PROSPECT, FOLLOW UP).
2. I SET UP MY ACTIVITY GOALS. I NEVER SET $ GOALS. I LEAVE THAT TO THE COMPANY. DOLLAR GOALS ARE REACHED BY ACHIEVING ACTIVITY GOALS. I USUALLY HAVE ABOUT 30 COLD CALLS SCHEDULED FOR EACH DAY AND TRY TO HAVE A GOOD CONVERSATION WITH 10 0F THEM.
3. THE NEXT 2 TO 3 DAYS IS SPENT CALLING PAST CUSTOMERS AND ASSOCIATES TO LET THEM KNOW WHAT I AM DOING AND GIVE THEM A PRESENTATION ABOUT WHAT MY COMPANY DOES. I ALSO TRY TO GET FEEDBACK FROM THEM IF THEY KNOW A COMPANY OR PEER WHO MIGHT BENEFIT FROM MY SOLUTION. IF ANY OPPORTUNITIES COME UP I IMMEDIATELY SCHEDULE AN ON SITE VISIT TO GET THE BALL ROLLING.
4. I CONSTRUCT AT LEAST 5 GOOD INTRODUCTION LETTERS AND E-MAIL MESSAGES THAT I CAN USE TO SEND AS FOLLOW UP..
5. I DEVELOP MY SALES PITCH AND VOICE MAIL MESSAGE TO MAKE SURE I AM GETTING THE MOST OUT OF MY EFFORTS. EACH VOICE MAIL AND E-MAIL IS A COMMERCIAL FOR ME AND MY COMPANY SO IT HAS TO HAVE QUICK IMPACT ON THE LISTENER OR READER.
6. I DEVELOP MY ELEVATOR SPEECH.
7. I CHECK IN AND JOIN AND GROUPS OR ASSOCIATIONS THAT HELP ME GET INFORMATION AND LEADS.
8. I SET UP A DATABASE FOR CUSTOMERS AND POTENTIAL CUSTOMERS TO DO A PERIODIC MAILING ABOUT RELEVANT ANNOUNCEMENTS OR NEWS ABOUT MY COMPANY.
29. WHAT IS THE BEST TRAINING YOU EVER RECEIVED? WHY?
MY FIRST SELLING JOB WAS SELLING DOOR TO DOOR FOR AN ENTERTAINMENT COMPANY WHILE GETTING MY COLLEGE DEGREE. I HAD BEEN WITH THE COMPANY FOR ABOUT 3 MONTHS WITH LIMITED SUCCESS. THE PRESIDENT OF THE COMPANY TOOK ABOUT 5 OF US AND CONDUCTED A CLASS ON THE ART OF PERSUASION OVER A WEEK END. I STILL HAVE TWO LEGAL PADS FILLED WITH INFORMATION GAINED FROM THAT WEEK END. THE AREAS OF CONCENTRATION WERE:
ESTABLISHING RAPPORT AND CREATING TRUST
QUALIFYING A PROSPECT AND UNDERSTANDING THEIR SITUATION
PRESENTING YOUR PRODUCT USING FEATURE/ BENEFIT STATEMENTS
TRIAL CLOSING
OVERCOMING OBJECTIONS (A VERY STRICT PROCESS)
CLOSING
OVERCOMING OBJECTIONS
CLOSE
LEAVING THE CUSTOMER WITH A POSITIVE NOTE AND SET UP A PROCESS TO FOLLOW UP BOTH FOR CUSTOMER SATISFACTION AND NEW LEADS.
I HAVE FOUND THAT THE INFORMATION LEARNED FROM THAT WEEK END WAS A BIBLE FOR ANY SALES SITUATION I HAVE EVER BEEN INVOLVED IN.
31. OF WHAT ONE PROFESSIONAL ACCOMPLISHMENT OF A PRIOR MANAGER ARE YOU THE MOST PROUD?
SEE ABOVE
32. OF WHAT ONE PROFESSIONAL ACCOMPLISHMENT OF A PRIOR COMPANY ARE YOU THE MOST PROUD?
SEE ABOVE
33. OF WHAT ONE PERSONAL ACCOMPLISHMENT ARE YOU THE MOST PROUD?
I ANTICIPATE IT WILL BE WORKING WITH THE MAKE A WISH FOUNDATION TO RAISE FUNDS FROM COMPANIES TO SUPPORT THEIR EFFORTS.