ucf sales club presentation

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Steve UrquhartT21 Solutions

UCF Sales ClubNovember 1, 2011

Acing the Interview

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Steve UrquhartPractice Leader

T21 Solutions, LLC

UCF Sales ClubNovember 1, 2011

Acing the Interview

Getting

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Because First, You Need to Get Past ...

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A.T.S.

Resumes and cover letters

The HR mystery meat

53 - 5 candidates invited for in-

person interviews

300 - 500 résumés received

70 - 100 qualified based on skills

30 - 50 qualified based on match to job

10 - 20 selected for phone screen

7 - 10 presented to

hiring manager

100%

10%

1%

Process of elimination

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The Odds Are Stacked Against You!

Chances are, if you applied over the internet, it's 200:1

Talked to a recruiter? Now you’re down to 50:1

If you applied through your professional network, it's about 20:1

And if you were hand-picked through social media, it's 5:1

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Speaking of Social Media ...

Have you Googled yourself lately?

How's your Facebook?

You’d better believe they will be checking!

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If It's Really Bad ...You can always … Leave the stateChange your nameLeave the countryGet professional help (such as reputation.com)

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Your Résumé ...

A. Will not get you the job

B. Is your marketing brochure

C. Might get you the interview

D.All of the above!

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An Effective Marketing Brochure

Capture reader’s attention in the first page of the résumé

Focus on relevant, transferable skills, not on details

Be visually appealing, easy to read Be accompanied by a strong cover

letter, a.k.a. the “sales pitch” Speak the company’s language

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Gone In 30 Seconds

If they don’t like what they see here …

… they won’t even bother to read the rest!

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Here's What Matters ...How are you going to help the company solve their problems?

What makes you better than the other 200? 300? 500?

Have you even read the job description?

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Your First Sales Call ...The product you are selling is YOU

Do your homework!

Be prepared to ask questions

If you are going for a sales position, they will expect you to be able to close!

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Appearance Matters!

Piercings and tattoos ...

Attention to detailWhen in doubt, dress UP

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Top Ten List1. It's not who you know ...

it's who knows you

2. Find out about the format ... ask the recruiter

3. Research and current events ... be prepared

4. Be prepared for situation-based (behavioral) questions

5. Practice makes perfect ... but don't over-rehearse

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Top Ten List (cont’d)6. Take your time ... it's not

always about the answer

7. Dress for success ... huge impact on self-confidence

8. Get the inside scoop ... LinkedIn, Vault and Glassdoor

9. Ask about next steps ... assert yourself

10. Follow up, say thank you ... be persistent but not pushy

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Show Off! (a little)Relate your experiences to their challenges

Showcase your talents and capabilities

Provide specific examples that prove that you have what it takes

Bring a portfolio of your work and a “leave behind”

And always bring extra copies of your résumé!

In schoolAt work In the communityOn projects In life

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Interviewing 101

Basic Categories:

1. Functional Skills

2. Product (and Service) Knowledge

3. Industry Knowledge

4. Leadership Skills (Potential)

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Questions You Should Be Ready to Answer ...

Why should we hire you?What interests you about our company?Who do you work best with? How would a previous professor or employer describe you?

What is your greatest accomplishment?Where do you see yourself in five years?

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A Perennial Favorite …“Tell me about a time when you were driven to achieve a goal, you faced substantial resistance, and had little internal support.”

Source: Sales Performance Advisors peaksalesperformance.wordpress.com

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Your Frame of ReferenceThis one is really about YOU … not “we” or “us” but what you

did and how you did it.How did you set your own objectives and a standard of

excellence for your own performance?How did you tirelessly pursue attainment of that goal, perhaps

for months or even years?How did you show tenacity, persistence, and sustain focus and

action over time in the face of obstacles?How did you define the resources needed to attain the goal,

and then takes entrepreneurial action to obtain those resources?

How did the story end?

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Some Resources …Behavioral Interview Questions:ohttp://jobsearch.about.com/cs/interviews/a/behavioral.htm

Sales Interview Questions:ohttp://www.justsell.com/sales-interview-questions/

Preparing for Interviews:ohttp://career-advice.monster.com/job-interview/

careers.aspx

General Interview Questions:ohttp://jobsearch.about.com/od/

interviewquestionsanswers/a/interviewquest.htm

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Do You Know This Man?

You should!!!

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Little RED Book of Selling

Little GOLD Book of Yes! Attitude

Little GREEN Book of Getting Your Way

Little BLACK Book of Connections!

gitomer.com

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Steve UrquhartT21 Solutions, LLC

steve@t21solutions.comwww.linkedin.com/in/steveurquhart

@workforce101

Questions?