In today’s competitive job market, getting to the interview is a coup. Acing that interview is another milestone. While a job interview is a conversation to get to know each other, if’s also more than that. At its core, a job interview is a sales call. Just as a salesperson enters a meeting with the intention to sell a product or service, you, as a job seeker, should enter the interview with the intention of selling yourself. Your experience, skills, value proposition, and personality are what prospective employers are buying, and understanding the parallels between an interview and a sales call will significantly enhance your performance and position you as a standout candidate.
Set the Tone of the Job Interview
In sales, the first impression sets the tone for the entire conversation. A salesperson builds rapport and ensures the client feels comfortable and ready to listen and engage. In a job interview, it’s equally important to start strong. This begins with the first person you meet, whether on a screening call or in the parking lot. Greet the interviewers warmly, thank them for their time, and exude enthusiasm about the opportunity. Your goal is to create an atmosphere where the interviewer is receptive to what you have to offer.
Setting the tone isn’t just about being polite; it’s about taking control of the conversation in a subtle yet effective way. Show confidence in your introduction, demonstrate your knowledge of the company, and express genuine interest in the role. This approach helps you lead the interview in a direction that highlights your strengths and aligns with the employer’s needs.
Tell Stories That Sell
In both sales and interviews, facts and figures are important, but stories are what truly resonate. A successful salesperson doesn’t just list the features and benefits of a product; they weave these into a compelling narrative that connects with the client’s needs. Similarly, as a job candidate, you should use stories to illustrate your accomplishments and skills.
For example, instead of merely stating that you led a project to success, share a brief but engaging story about the challenges you faced, the actions you took, and the positive outcomes that resulted. These mini stories of your past accomplishments make your experiences memorable and relatable, helping interviewers visualize how you will offer value to their organization.
Remember to tailor your stories to the specific role and situation that’s presented. Use them to answer those “Tell me about a time when. . .?” questions. Highlight experiences that align with the job description and the company’s values. Targeted storytelling demonstrates your qualifications and shows that you’ve done your homework and understand how you will be an asset to the company and the team.
Ask Smart Questions
A meeting between two people is all about conversation, and conversation is fed by questions. In sales, asking the right questions is key to understanding the client’s needs and positioning the product or service as something the client needs. The same principle applies in a job interview. Smart questions show that you’re engaged, thoughtful, and genuinely interested in the role. Plus, it allows you to go beyond the job description and company website to learn more.
Instead of asking about the company’s culture in a general sense, ask about the challenges the team is currently facing and how your role would contribute to overcoming them. You might also ask about the key performance indicators (KPIs) for the role, the team’s dynamics, or the company’s growth strategy.
These types of questions provide you with valuable insights that allow you to determine if this opportunity is a good fit for you and your goals. Also, by asking smart questions, you gain the knowledge that will allow you to refocus on the qualities you offer that will benefit the company, further selling yourself as the ideal candidate.
Answer Objections Like a Pro
Just as a good salesperson is ready to address any objections a client might have, you need to be prepared to handle any concerns or doubts that may arise during your job interview. By bringing them up right in the interview, you’ll be better prepared. Remember, you’re likely to hear about any objections after the fact.
One effective (and slightly ballsy) strategy is to ask directly,
“Is there anything we’ve discussed today that would make you feel I’m not a great candidate for this role?”
This question shows confidence and gives you an opportunity to address any potential objections head-on. If the interviewer mentions a concern, acknowledge it and respond thoughtfully. For questions about experience that they fear you don’t have—and you do—share details about what you have done that will benefit them. If you don’t have that experience directly, acknowledge that fact and illustrate how the skills you do have will help to overcome that shortfall.
By proactively addressing objections, you can turn potential deal-breakers into opportunities to reinforce your suitability for the position.
Always Be Closing
You’ve certainly heard the ABCs of sales calls: always be closing. This same rule applies in job interviews. Every interview should end with a clear next step. A good closer in sales often uses a presumptive close—assuming that the deal will move forward. You can use a similar approach in your interviews.
For example, as the interview wraps up, you might say,
“I’m going to leave you with my list of references. They all know I’m here with you today, and they are ready to answer your call. I look forward to the next steps.”
This demonstrates that you’re serious about the role and subtly suggests that you’re confident in moving forward in the process.
Additionally, you can ask about the timeline for the next steps or inquire if there’s anything else they need from you to make a decision. This keeps the momentum going and ensures that you stay top-of-mind as they move through their hiring process.
Think Like a Salesperson; Succeed Like a Star Candidate
Approaching your job interview as a sales call can transform your performance and outcomes. By setting the tone, telling compelling stories, asking insightful questions, addressing objections, and closing each interview, you position yourself as the solution to the employer’s needs.
Remember, in both sales and job interviews, preparation and strategy are key. Research the company thoroughly, practice your stories, and be ready to sell yourself with confidence and clarity. When you treat your interview like a sales call, you shift the dynamic in your favor, turning a nerve-wracking experience into an opportunity to showcase your value.
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