Why It Is Hard Being Heard During an Interview - And Why You Must Try
by Allan Cerf

Wise employment coaches and placement agencies correctly argue that the candidate as well as the hiring company must be on the "same page" about what the job entails. Unfortunately in Sales, this is a bit like getting the Witch's Broom in the Wizard of Oz; easier said than done. This task has become infinitely more difficult in a slow economy when folks are losing homes, etc., and employers hold most of the cards.

Here's a typical conversation between a great sales candidate (you!) and a tough-nut employer in the Bay Area. E=employer C=candidate

E. I see you met or exceeded quota wherever you went. I bet you will here, too.

C. Sounds like your top salespeople are hitting quota?

E. Sometimes. Getting back to you - We're really counting on you to sell our new line of widgets - we need to sell a million to do our IPO.

C. Has anyone ever come close to a million?

E. Well, no, but that's why we're HIRING you in the first place.

C. But ...

E. Listen - we need to know if you want to join us by Tuesday at the latest... If you're a great salesperson as I believe you are, you'll do fine.

The poor candidate in the 'hungry' Bay Area might take the job, anyway; times are tough and he/she may have absolutely no choice. But the job being offered in this example is a minefield of "gotchas." Is the new widget adequately advertised? Why CAN'T the candidate speak to the leading salesperson - something must be up. Short of being a miracle worker - and few are - is the company using the candidate as a human test market - that is - they know full well quota is unobtainable but are protected: If the person succeeds, great, incredible. If not - they know they don't have room for a new salesperson; therefore, no job as a result.

If the candidate has the luxury of some financial solidity, here is how he may wish to conclude the interview.

C. I really like your company and new widget. I AM the strong salesperson my resume indicates and this might be a match made in Heaven. However, there is simply too little information here for me to make an intelligent decision. I've answered all your questions, and as you note, I came through with flying colors. Being forthright with me will really let us get to the core issue. Am I the perfect fit for this organization?

The key word is 'perfect.' Don't omit it, because just "a fit," is not what a serious jobseeker needs. Also, to make a 'perfect' fit REQUIRES that the company comply with the candidate's wishes and provide additional details.

Try it! And good luck.