Some
interviewers, especially business owners and hard-changing 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.
ANSWER: Of course, you already know the most
important secret of all great salesmanship – “find out what people want, 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 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 reason? 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.
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