What Does it Take to Close the Deal?
January 28, 2010 by Anthony Fasano
Filed under Career Development
Lately during my career development seminars, attendees have been asking for advice on interviewing. In this article I intend on providing you with some recommendations when trying to make a sale. This absolutely pertains to job interviews, because when you go on a job interview, you are selling your biggest asset, YOURSELF!
The most important aspect of selling is asking meaningful questions. If you understand the needs of the individual or organization you are selling to, then you can clearly explain to them how you can fulfill those needs. So if you find yourself doing most of the talking on an interview, you may want to re-think your strategy so as to have the prospect start to do the talking, giving you the information you need to close the deal.
What type of questions should you ask? You want to ask open-ended questions that require a response other than “yes” or “no.” Open ended questions usually start with “Why,” “How,” “What,” “When,” or “Where.” Think about it, these questions cannot be answered with a “yes” or “no.” They will be forced to give you important information that you will use to make the sale.
For example, on a job interview you might ask, “What exactly are some of the day to day tasks that will be required in this position?” Once you know the answer you can respond very specifically. For example, “That’s great because I managed budgets and personnel for years at my last employer with much success.” If you are trying to procure a new client, you may ask a question like, “What characteristics are you looking for in the engineering firm that you retain?” They might answer, “Well we are really looking for a company that can do the soils design, site design and structural design to limit the number of consultants we have to retain.” You can then answer, “That’s great because not only do we provide all of those services, we have other departments as well so we can handle all facets of your projects.” You can then go on to give specific examples of projects that you recently provided multiple services for.
Remember most people that are hiring or looking to purchase something have specific needs. By presenting to them the specific ways that you can fulfill those needs, you will find it much easier to close the deal! Going into an interview or sales call and telling the prospect all of the great things about yourself, your company or your product will more times than not prevent you from making the sale!
What open-ended questions have you used successfully in an interview or sales situation?
Anthony Fasano, P.E., LEED AP, CPESC, CPSWQ, CPC
www.linkedin.com/in/anthonyjfasano
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One question that I usually ask(on rare occasions interviewer covers it), is where do they see the person going once they get in this position. This helps me see if they are looking for somebody to be an office monkey and not advance, or if they are looking for somebody they are willing to teach and develop into a more powerful asset to their company. Career development is a big issue for me, so this helps me separate those companies that have no plan for the future and those that are looking for long-term investment.
Thanks William that is a great persepective and a great question to ask! I am sure that catches many companies off guard. You make a great point, that it is not just about you being interviewed, you need to interview the company as well to make sure they are a good fit for you. In some instances, maybe not now because of the economy, you may have to choose between multiple firms and the way they answer your questions may help you make the decision!
Often times I’ve had interviews in person, closing the deal has a lot to do with chemistry. That is, if the interviewer feels comfortable talking with me and answering questions that helps me make an informed career decision. In particular, the in-person interview is a function of: the types of questions being asked, how they are answered, the surrounding environment (is the office open and airy or is it cramped and tight), and a realistic comparison between what the job title says on paper versus what the hiring manager (and other personnel involved) is thinking. I often ask about upward mobility and balance betwen office and field activities because I certainly would not want to work for a company that confines, restricts, and let alone, censors what engineers like myself stand for in our career lives: creativity, innovation, leadership.
Thanks Richard, I love your point about asking questions to ensure that the position is truly in line with what you want. In your case creativity, innovation and leadership. This is so important b/c if we accept a job that doesn’t line up with our values and desires it will be more of a chore than anything. I always say that when we do what we love, things are effortless. Great feedback Richard! Thank You.
Very clearly and concisely written Anthony!! As freshers,if we read more of this then I guess there’s very little stopping us!!!
Rohit [meracareerguide.com]