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Monday, August 4, 2014

Closing the Sale

One of the most common interview mistakes I see in candidates that have otherwise done well in job interviews is a failure to "close the sale."  The hiring process is really nothing more than a sales transaction, and you are the product.

If you are in the market for a new job, it will be very helpful to you to understand that we are in a strong seller's market.  That means that there are a lot of good to excellent candidates available for employers to choose from, and an attitude that is common to all employers is that they want to  hire people who want to be there.

Where job seekers make a mistake is in assuming that simply because they have an excellent resume, strong work experience, a good education, and think they did everything right in the interview process, they think that the employer will have no reason not to make them an offer.  But here is the secret that can put you in a different league than the other candidates.  If you actually ask for the job, your chances of getting it go up by at least 60 percent over those who do not ask for it.

Unfortunately, most candidates take the approach of simply smiling at the end of the interview and expecting the hiring manager to either make the offer right then and there, at least asking them what type of compensation expectations they have.  The reality is that the employer is waiting for you to express your interest in the position and to indicate that you want the job.

Failure to ask for the order is what separates average to mediocre sales professionals from the great ones, and remember, a job interview is a sales transaction.  Even if you know that you should ask for the job, but you get sweaty palms just thinking about it, here is an easy way to express you desire to have the job.

You can mold these comments into your own words, but the basic script goes like this:

The interviewer will ask you if you have any other questions, and you say, "Jim/Jane...I really appreciate this opportunity to visit with you about this position and how I might be a good fit for it.  Based on all I have learned about the organization and this position on my own and from our conversation today, I believe that this opportunity is a great match for my skills, experience, and interests.  I would very much like to have this job and join this great team.  What can I do to make that happen?"

Then, you simply smile and look the interviewer in the eye.  Don't say anything else.  The interviewer may or may not make you an offer right then, but you have established that you can do the job well and that you want to be a part of the organization...and companies want to hire people who want to work there.

When you leave, you should already have a note, envelope, and a stamp to write the interviewer a hand-written note that once again expresses your appreciation to discuss the opportunity and your interest and desire to have the job.  Write it and mail it that day.

If you follow both of these guideline...asking for the job and writing the will separate yourself from 90% of all the other candidates for this position and significantly improve your chances of receiving a job offer.

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