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Table of Contents

Lead Story

Payments' place in the retail playbook - Part 1

Dale S. Laszig

News

Industry Update

Visa Checkout gains 12 million consumers worldwide

Walmart PINs hopes to Visa debit lawsuit

EPC study takes aim at Durbin supporters

Marketplace lenders form new association

PayPal releases app upgrade only for Apple, Android

Features

CNP Expo spotlights fraud, big data, virtual reality

Observations from Payment Facilitator Day

Banks jump on mobile wallets

Adam Atlas

Selling Prepaid

Virtual gifting: field of possibility

Views

Email-related fraud threats grow

Patti Murphy
ProScribes Inc.

Disruption a hot topic at Transact 16

Brandes Elitch
CrossCheck Inc.

Door-to-door sales, the good old-fashioned way

Steven Feldshuh
Merchants

Education

Street SmartsSM:
MLS rebranding, the discussion continues

John Tucker
1st Capital Loans LLC

It takes more than sales to sustain an ISO

Jeff Fortney
Clearent LLC

Work less and improve your bottom line

Aaron Nasseh
Finical Inc.

Help small merchants avoid MATCH

Sarah Zilenovski
ClearSale

Company Profile

MavensTech Inc

New Products

Comprehensive transaction transport security

TransKrypt Security Server
NewNet Communication Technologies LLC

Next-generation API for vast, underserved market

Digitzs
Digitzs Solutions Inc.

Inspiration

Applying job interview know-how to sales

Departments

Letter from the editors

Reader's Speak

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

June 13, 2016  •  Issue 16:06:01

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Inspiration

Applying job interview know-how to sales

Have you ever likened a sales call to a job interview? The two have much in common. In both cases you're striving to make a stellar first impression; highlight the benefits of working with you; listen well and ask appropriate questions; demonstrate expertise in your field, as well as knowledge of your prospect's or potential employer's sphere; and close the deal.

Paul H. Green pointed out the importance of preparation for both sales calls and job interviews in Good Selling!TM: The Basics. "You wouldn't go into a job interview without preparation, right?" Green wrote. "Put the same preparation into your sales call. View the account as a position that you're applying for, and as such, it requires that you persuade the personnel representative (prospect) that your product is the best applicant in the hiring pool."

Four steps for thorough prep

Approaching a sales call as though it were a job interview can also give you a fresh framework when preparing for your next meeting with a prospect. To that end, Green offered a four-step process involving a series of questions, as follows:

  1. What's your objective? The obvious objective on a job interview is to get the job, but on our resumes we are more delicate, Green noted. We focus on how our objective will benefit our prospective employer. For example, resumes don't state the objective as "to get a job to pay my bills." Instead they say "to utilize and further enhance my selling skills." The sales call demands the same finesse. While your objective is to close the sale, that doesn't benefit your prospect. An objective focus on the prospect's needs, such as "to help you maximize your time, increase your sales, and reduce your risk" is more appropriate, Green added.
  2. Are you prepared? Any job applicant worth his or her salt researches the company before an interview, Green pointed out. Doing the same for a sales call shows the prospect that you're interested in his or her business. It also helps you determine the individual's business needs.
  3. Will there be any surprises? Before an interview, applicants can anticipate the standard interview questions and have thoughtful answers prepared. Do the same for your prospecting calls, Green advised. Some likely questions for which you should have answers at the ready include:
  4. Did you get the job? Sometimes an applicant is offered the job on the spot; often the hiring decision takes more time. The smart applicant sends a follow-up thank you letter. Sales pros who do the same are telling their prospects that they are professionals who seriously want their business, Green said.

So before your next sales call, answer the questions provided here, and take all necessary action. And do more than you think you need to so you, your products and services will be heads above all other "applicants" in the pool.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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