Using solutions sales techniques in the interview

Several years ago (in 1999) I was called by a recruiter on an opportunity which represented a big jump in my career path both professionally and financially.  I was selling typesetting (black and white only) systems for AGFA Compugraphic and the opportunity was to sell color prepress systems for Scitex, the leader in the industry.

At the time, I was going through a consultative selling course with AGFA which focused on the step of sale approach.  The steps being:

1. Identify your target company and do the due diligence

2. Make the introduction

3. Conduct the needs analysis

4. Write a letter of understanding

5. Provide a demonstration

6. Present a proposal solution

7. Negotiate and close the deal

8. Implement the services and assure client satisfaction

I decided to apply this step of sale approach to my interview with Scitex by creating a table top flip chart presentation which followed these steps.  I prepared this after I did my needs analysis step and determined I was a good fit and I wanted the job badly.  (There was no off the shelf presentation software available).

I started the interview with the usual small talk and when we got into why I was qualified and should be hired (in my opinion), I asked for permission to share the presentation / discussion points I had prepared.  I was very excited to do this because I had taken the time to carefully prepare the key points and accomplishments that supported my qualifications for the position. 

The best part is that the control of the interview shifted and I guided the discussion.  As I finished my points and summarized why I should be hired, the VP of Sales fell back in his chair laughing and said YOU’VE GOT THE JOB.  It created quite a buzz at the kickoff meeting and several people asked if I was the guy who gave the presentation in the interview.

Since then, I have used the same approach to help my candidates (I own a search firm) prepare better and differentiate themselves during the interview process.  I am very excited to announce that our team has created an on-line version of this approach www.wintheview.com and it is already a huge success, helping hundreds of people do better in their interviews and increases their chances of beating the competition and get more job offers.

Latest success story from wintheview user Don Runowski

“Ken Diamond is a long time friend and when he recommended the wintheview presentation, I felt encouraged to invest the time in this process. Wintheview adds the competitive edge when making a career or job transition. I had excellent feedback from prospective employers with comments like, ” You really went above and beyond on the interview with your presentation”. This process helps you to ’sell’ yourself in a professional and positive light. It enables you to key on objectives that you may otherwise leave out during a traditional interview. This is a process I will use in future presentations.” May 15, 2008

Don Runowksi recently moved to San Diego taking a great engineering position with AT & T.  Thanks to “Lama” for these kind words regarding his use of www.wintheview.com

Recruiting firm uses Wintheview to help candidate “nail the interview” and get the the job!

TCousounis, on May 2nd, 2008 at 7:25 pm Said: Edit Comment

A week ago, one of my candidates used WintheView for a series of interviews with a client of ours. She called me earlier today to say that an offer had been extended to her (which she was thrilled to accept) and that her presentation had been well received by the interviewers. But the greatest value of WintheView, she went on to say, was how well prepared she was for the interview because of the “process” of putting together the Interview presentation. The candidate commented that she felt more confident going into this interview than any other (and I should add that she has had a successful career thus far).
WintheView should be part of every candidate’s interview preparation strategy.

Comments from Wintheview users who “nailed the interview”

Comments from www.wintheview.com users:

 

“Ken Diamond, and his entire organization, set a high standard for Sales, Marketing, and Executive level career services. I have found Ken to be very insightful, extremely competent, and uniquely knowledgeable. Ken’s approach is to be proactive in your career decision process, and he has shared some very valuable ideas and techniques with me.
In summary, Ken is a cut above the rest.”

Mark Pomerantz, National Accounts Sales Professional

“I used Ken’s www.wintheview.com on-line interview preparation and presentation tool during a job search in 2007. I found it to be a user friendly tool that readily assists in preparing for the interview.

Mike Dinan, Production Management

I wanted to take this opportunity, while I start to refocus my efforts on the coming year and thank you for all you did in supporting and guiding me to attain this position.  I especially want to commend you and your organization in offering me the www.wintheview.com presentation on-line tool for my interviews.  By identifying my key strengths, abilities and success stories, I was able to present those attributes in a professional manner.  Wintheview also organized the key questions to ask the prospective employer and uncover any concerns they or I may have had in joining their organization.  Most of all, the controlled process I presented not only maximized the compensation package offered to me, but it also provided the interiviewer with a professional image of me and my capabilities.

Joe Simon, Regional Sales Manager for a printing systems manufacturer

 

 

What a recently hired Sales Executive with a Global Technology Leader says about the WinTheView Interview Presentation:

“…as soon as the Hiring Manager started to ask tough questions I asked permission to give my WinTheView Interview Presentation, he said ‘by all means’…He sat there and just took notes. He even asked me for a copy. He showed my presentation to several people including an outside sales consultant. The next morning I got an offer. I am convinced that the WinTheView Interview Presentation made the difference and got me the job.”

                                                                                                           

 

What a recently hired Strategic National Accounts Manager with a technology company says about the WinTheView Interview Presentation:

“I was in Boise Idaho for a final round interview with HP for a position as Strategic National Accounts Manager. Yesterday we finalized the offer and I will be starting on Tuesday at a National Sales meeting. FYI, the guy that hired me said that the WinTheView Interview Presentation was the reason I was hired.  How can I return the favor?”

                                                                                                           

 

What a recently hired HR Recruiting Executive with a Global Oil Company says about the WinTheView Interview Presentation:

“I used your WinTheView Interview Presentation during the interview and it went fabulous. It was over the top with this group. They asked me right on the spot for a second interview.”

           

 

What a recently hired Business Development Professional with a major aerospace company said about the WinTheView Interview Presentation:

“I used the WinTheView Interview Presentation with three separate companies. It went over extremely well with all three. Just the process of preparing the presentation was fantastically helpful. As I developed the presentation, I had to think through the critical job requirements, how I matched those requirements and the outstanding skills and experiences I could bring to each organization. I also had to prepare an action plan and some good questions. Once my presentation was done, I was ready and confidant for the interviews. Each hiring manager I met with was receptive to the presentation and each was very impressed about my level of preparation and the professional quality of the presentation. How well did I do; well two out of three job offers (one company hired from within) is very good in my book. I have accepted one of the offers and I am on the job.”

                                                                                                           

 

What a recently hired Revenue Cycle Management Professional with a large city agency said about the WinTheView Interview Presentation:

Thanks for all of your help.  By the way, I did use my WinTheView Interview Presentation in the NYC interview and I know that may have been the difference between me and the other candidates.

                                                                                                           

 

What a recently hired Sales Professional with a Digital Print company said about the WinTheView Interview Presentation:

 

I am convinced the WinTheView presentation won the day for me. I so impressed a somewhat skeptical Hiring Manager with my presentation that he told me he was recommending me for the job when we completed the last page. He complimented me three times during the presentation as to its value in an interview. The presentation was a road map for me to follow during our discussion. It helped me keep on track and ensure I covered all the points to demonstrate my value and get closer to the job offer.

 

 

What a recently hired Senior Manager Business development with an interactive marketing company said about the WinTheView Interview Presentation:

“I received positive and quick feedback from an interviewer that my materials–WinTheView Interview Presentation–was far superior and more professional than

 

anything the other candidates were using during their interviews. I believe using WinTheView as a discussion tool and leave-behind was instrumental in securing my current position.”

 

What a recently hired Business Development Manager with a container manufacturing company said about the WinTheView Interview Presentation:

 

This is an unsolicited letter of appreciation for the career guidance and professional presentation services provided by you and Digital Action Career Services. The pre-interview planning and the timeliness in which you produced the presentation were outstanding. Your ability to speak with me and determine all of the key points that needed to be included in the presentation were precise and extremely helpful during the actual interview.

 

As the interview concluded the members of the three panel committee that I interviewed with, all agreed on one point.  The presentation they had just seen and heard was the most professional they had experienced during an interview. The final question of the interview by the panel was “How much is it going to cost us to get you?” I accepted the position with this company as a mid-level manager with a generous six figure salary and all the perks.

 

Testimonials from Wintheview users

Comments from www.wintheview.com users:

 

“Ken Diamond, and his entire organization, set a high standard for Sales, Marketing, and Executive level career services. I have found Ken to be very insightful, extremely competent, and uniquely knowledgeable. Ken’s approach is to be proactive in your career decision process, and he has shared some very valuable ideas and techniques with me.
In summary, Ken is a cut above the rest.”

Mark Pomerantz, National Accounts Sales Professional

“I used Ken’s www.wintheview.com on-line interview preparation and presentation tool during a job search in 2007. I found it to be a user friendly tool that readily assists in preparing for the interview.

Mike Dinan, Production Management

I wanted to take this opportunity, while I start to refocus my efforts on the coming year and thank you for all you did in supporting and guiding me to attain this position.  I especially want to commend you and your organization in offering me the www.wintheview.com presentation on-line tool for my interviews.  By identifying my key strengths, abilities and success stories, I was able to present those attributes in a professional manner.  Wintheview also organized the key questions to ask the prospective employer and uncover any concerns they or I may have had in joining their organization.  Most of all, the controlled process I presented not only maximized the compensation package offered to me, but it also provided the interiviewer with a professional image of me and my capabilities.

Joe Simon, Regional Sales Manager for a printing systems manufacturer

 

What a recently hired Sales Executive with a Global Technology Leader says about the WinTheView Interview Presentation:

“…as soon as the Hiring Manager started to ask tough questions I asked permission to give my WinTheView Interview Presentation, he said ‘by all means’…He sat there and just took notes. He even asked me for a copy. He showed my presentation to several people including an outside sales consultant. The next morning I got an offer. I am convinced that the WinTheView Interview Presentation made the difference and got me the job.”

                                                                                                           

 

What a recently hired Strategic National Accounts Manager with a technology company says about the WinTheView Interview Presentation:

“I was in Boise Idaho for a final round interview with HP for a position as Strategic National Accounts Manager. Yesterday we finalized the offer and I will be starting on Tuesday at a National Sales meeting. FYI, the guy that hired me said that the WinTheView Interview Presentation was the reason I was hired.  How can I return the favor?”

                                                                                                           

 

What a recently hired HR Recruiting Executive with a Global Oil Company says about the WinTheView Interview Presentation:

“I used your WinTheView Interview Presentation during the interview and it went fabulous. It was over the top with this group. They asked me right on the spot for a second interview.”

           

 

What a recently hired Business Development Professional with a major aerospace company said about the WinTheView Interview Presentation:

“I used the WinTheView Interview Presentation with three separate companies. It went over extremely well with all three. Just the process of preparing the presentation was fantastically helpful. As I developed the presentation, I had to think through the critical job requirements, how I matched those requirements and the outstanding skills and experiences I could bring to each organization. I also had to prepare an action plan and some good questions. Once my presentation was done, I was ready and confidant for the interviews. Each hiring manager I met with was receptive to the presentation and each was very impressed about my level of preparation and the professional quality of the presentation. How well did I do; well two out of three job offers (one company hired from within) is very good in my book. I have accepted one of the offers and I am on the job.”

                                                                                                           

 

What a recently hired Revenue Cycle Management Professional with a large city agency said about the WinTheView Interview Presentation:

Thanks for all of your help.  By the way, I did use my WinTheView Interview Presentation in the NYC interview and I know that may have been the difference between me and the other candidates.

                                                                                                           

 

What a recently hired Sales Professional with a Digital Print company said about the WinTheView Interview Presentation:

 

I am convinced the WinTheView presentation won the day for me. I so impressed a somewhat skeptical Hiring Manager with my presentation that he told me he was recommending me for the job when we completed the last page. He complimented me three times during the presentation as to its value in an interview. The presentation was a road map for me to follow during our discussion. It helped me keep on track and ensure I covered all the points to demonstrate my value and get closer to the job offer.

 

 

What a recently hired Senior Manager Business development with an interactive marketing company said about the WinTheView Interview Presentation:

“I received positive and quick feedback from an interviewer that my materials–WinTheView Interview Presentation–was far superior and more professional than

 

anything the other candidates were using during their interviews. I believe using WinTheView as a discussion tool and leave-behind was instrumental in securing my current position.”

 

What a recently hired Business Development Manager with a container manufacturing company said about the WinTheView Interview Presentation:

 

This is an unsolicited letter of appreciation for the career guidance and professional presentation services provided by you and Digital Action Career Services. The pre-interview planning and the timeliness in which you produced the presentation were outstanding. Your ability to speak with me and determine all of the key points that needed to be included in the presentation were precise and extremely helpful during the actual interview.

 

As the interview concluded the members of the three panel committee that I interviewed with, all agreed on one point.  The presentation they had just seen and heard was the most professional they had experienced during an interview. The final question of the interview by the panel was “How much is it going to cost us to get you?” I accepted the position with this company as a mid-level manager with a generous six figure salary and all the perks.

Interview Differently and Win the Job

More coming soon. 

See www.wintheview.com