8 Sneaky Sales Techniques to Try in Your Next Job Interview
When you think about it, closing a sales deal and scoring a job offer really aren't that different from one another. In both cases, you have to identify the right contacts, thoughtfully reach out to them and convince them that you, above all others, are the right person to help them solve their problems. The only difference is, while salespeople pitch prospects on a product or service, job seekers are pitching prospective companies on themselves as a candidate.
Given the parallels between the two, job seekers can learn a lot from salespeople. In fact, there are a number tips, tricks and best practices that have emerged in the sales world over the years that those in the market for a new job should keep in mind as they start submitting applications.
We reached out to a handful of sales and career experts for their favorite examples of sales techniques that can also be applied to the job search -- try them out today to set yourself apart from the competition!
1. Do your homework
Whether you're trying to sell a product or apply for a job, you need to take the time to do some research on the opportunity at hand first.
"No salesperson would ever call into a prospect without thoroughly researching the company and tailoring their approach. Your job search should be no different," says Jeff Monaghan, Marketing Lead at staffing firm Akraya, Inc. "Your resume, cover letter and any emails you send should have content specific to the company and position you are applying for."
Novice job seekers and salespeople often think this will take longer, but a generic mass blast will yield far less results than an informed, targeted approach.
"In my 20 years in the staffing business, I can tell you that you will get better results taking the time to customize 10 resumes and cover letters than submitting 30 that are generic. You might spend more time on the 10, but it will result in a shorter amount of overall time to land that perfect job," Monaghan adds.
2. Go to the decision-maker
Salespeople often talk about prospects in terms of gatekeepers versus decision-makers. Decision-makers are those who will have the ultimate say in whether or not they will purchase a product or service, while a gatekeeper is somebody who serves as an obstacle in the path to the decision-maker (think: an Executive Assistant compared to a CEO). In order to streamline the process, salespeople often try to reach out to the decision-makers from the get-go.
For job seekers, "recruiters are gatekeepers," Monaghan says. Sure, they source and screen candidates, but they rarely have the final say in the hiring process. For that, you need to reach out to the hiring manager (or above).
"Figure out who runs the department of the job you are applying for and email them directly. Can't figure out who that person is? Go even higher. Are you applying for a marketing position? Check the website to see who the VP of Marketing is and email them directly," Monaghan advises. "Chrome extensions like Hunter will help you find email addresses. Just make sure your email is short and to the point and really showcases why you'd be a great fit. The VP will likely refer you to the manager. You have now been referred to the decision maker and are on your way."
3. Use SPIN selling
One strategy savvy salespeople use is the SPIN technique: (Situation, Problem, Implication, Needs-payoff). This is a way of engaging a prospect by identifying what their pain points are, and discussing how you can address them.
"SPIN selling is a proven sales methodology and is based off a comprehensive study of over 35,000 sales calls," says life and career coach Nick Hatter. Hatter recommends that job seekers wishing to leverage this technique "ask the company what the situation is with the role, what are their key problems as a company and how those problems affect the company (eg. time, money, stress, etc.). Then ask them how the company could benefit if those problems could be solved. Finally, ask them that if you could help solve those problems, what would stop them from hiring you."
4. Mirror your interviewer
One thing the best salespeople and the most effective job seekers have in common: they both prioritize building relationships with others. As the old saying goes, it's not about what you know -- it's about who you know. One easy hack for developing an instant rapport with your interviewer is to "mirror" them.
"Mirroring is a technique in which one person actively adopts the behaviors and mannerisms of another person, attempting to become their mirror image. It is based on the premise that individuals subconsciously trust and like people that exhibit similar qualities," says Mollie Moric, career advisor and hiring manager at ResumeGenius...
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