If you’re more than a few months into your sales career, you’ve likely realized that it can be a turbulent life and there will inevitably be role changes.

Could you get a safe account management job at one place for the next 40 years?

Probably.

Would that be exciting and conducive to a lucrative life?

Probably not.

Interviews are an over-complicated and stress inducing experience.

If it was at a cafe, a live event, any other scenario you’d be able to speak to them as a normal human.

Label it an ‘Interview’ - ANXIETY

How do you position yourself so that you can easily land a sales gig?

There are 2 main points an interviewer needs to see.

1. They want to know that you sell at a high level from the beginning in a style that they are comfortable with.
2. They want to know that you won’t make their life difficult.

How to make them realize you can sell at a high level.

I wish this was easy, but unfortunately sales reps lie about their numbers just as much as companies lie about the real earning potential.

You could send them a call to watch, but if you’re anything like me and have signed some NDA’s, or you’re selling to a crowd who wouldn’t appreciate their deepest conversations being shared, this one can be tough.

What I do instead (I haven’t had to send a call in some time) is send a snippet with the prospect blacked out. Something that shows me asking questions, as well as a small part of a pitch.

You could connect them with references, but just about anyone can find someone to lie on their behalf.

Or, you could treat the interview like a sales call, so they get the experience of what it would be like.

Just to clarify, I don’t mean that you should go in there and ask them the same questions from your script.

I mean, be present, ask them relevant and well thought out questions, and genuinely listen to their answers.

Even if you’re not the most experienced, most companies will take you over a more experienced person who didn’t put in any effort.

Your sales style also matters, you want to make sure you’re on the same page.

The easiest way to do this?

Ask them what sales style they currently sell with, and walk them through what yours would look like.  Ask them if they’re comfortable with this.

And how do you make them realize that you’re not going to be a pain in the ass?

You treat them like a normal person. Be polite,  listen to what they have to say and follow through with anything that you say you will do in the interview process.

There seems to be an ego culture creeping Into the remote sales space. Closers think it’s okay to be rude and dismissive to offer owners.

It’s not. They are not your adversary.

Conduct yourself in the same way you would if you were trying to organize something with a friend of a friend.

You’re not too matey with them, but there’s a certain level of camaraderie there.

Action Steps

Before your next interview, practice your ‘About Me’ section so you don’t have to think about it.

Map out the main things you need to know about the offer, and write them down.

Go to more interviews than you need to get a feel for what you like.

Always be respectful.