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
