Saturday Morning Sales

Kevin Latchford


Q&A Week 15 - October 6, 2018

For the past few years, since I began using this weekly blog to share stories about sales and sales management, I have been receiving numerous questions from readers including my own clients. Over the next several months I am going to use my weekly ramblings to post one reader question with my answer. Please note – my answers are based on my personal and professional experiences and in no way reflect my company or specific clients.


Q: I finally landed an interview for a sales position with a company I’ve wanted to join for years. I’m afraid of screwing up the interview. What advice do you have for acing the biggest interview of my career?


A: BE YOURSELF!!! While it’s not the only thing you need to do, I cannot stress this point enough. First of all, dress the part. If the company uniform is jeans and a golf shirt, ask the HR rep you’re dealing with if they recommend a suit & tie or dressy casual. You want to be comfortable and being comfortable will ease some of your stress. Second, be open. It is expected that you will be honest, but that’s different than being open. Speak from both the heart and from experience. Do not try to BS the folks you’re interviewing with, they will see right through it. Talk about your career not only in terms of accomplishments, but also how you’ve developed and learned through lost experiences. Third and finally, do your damn homework. Yes, I am expressing that in the most serious of phrases. You must set yourself apart from others interviewing. Know who you are interviewing with, what their backgrounds are, the products or services you will be asked to sell, as much as possible about the competition and market landscape and be able to speak to your addition to their team. In other words describe yourself in terms of already being a part of their team. What do you bring to the table that other candidates do not.

Comments are closed