Selling yourself is a lot like selling a product. In
this case the product is you and the client is the hiring
manager. A good sales representative knows that the key to
sales success lies in preparation, which includes researching your
target audience and understanding its needs and how your product
meets those needs. It also involves anticipating challenges
and developing a plan to overcome objections.
Before you attend your next interview, take time to answer
the following questions and you will be well prepared to sell
yourself and close the deal.
- What do I know about the
client?
Learn all you can about the company in terms of history, mission,
locations, product, service offered, etc. Search the Internet
for recent press releases and check out the company’s
website. Know what the company does and how your position fits
into the big picture. This will allow you to converse about
specific interests of the employer, use the employer’s language
when communicating and customize your resume to include solutions
to the employer’s specific needs.
- Am I prepared to talk about myself in a concise and
succinct manner?
Prepare to respond to the request, “Tell me about yourself,” which
is interpreted as “What exceptional things can you bring to this
organization?” This is your time to shine and to share your
sales pitch or 30-second commercial. Don’t forget to tout your
greatest strength or competitive advantage. This is what
distinguishes you from the competition. Make it resonate. Make it
unique. Make it memorable.
- Am I prepared to answer the interview questions with
fluidity, poise and confidence?
Practice answering frequently asked interview questions. Even
with preparation you are bound to get a question you cannot answer.
If so, take your time and think about your response. A
little silence will not make you look bad but a poor answer just
might.
- What image will I project?
Your goal is to appear professional and confident but never
arrogant. Find a balance.
- Am I a good match for this organization?
If you believe that you are a match then you need to convince the
employer to agree. In most cases employers make decisions
based on fulfilling a need; therefore identify the benefits that
you bring. This is key to persuading the employer to hire you
for the position.
- Am I a risk?
Create credibility by providing specific, detailed examples or
relevant accomplishments. Paint a picture that allows the
employer to visualize you in the organization.
