Acing theInterview      Steve Urquhart        T21 Solutions      UCF Sales Club   November 1, 2011                        1
Acing theInterview     Steve Urquhart     Practice Leader   T21 Solutions, LLC      UCF Sales Club   November 1, 2011     ...
Because First,  You Need to   Get Past ...                  3
Resumes andcover lettersA.T.S. The HR mystery meat                4
Process of elimination100%       300 - 500 résumés received         70 - 100 qualified based on skills       30 - 50 quali...
The Odds Are Stacked        Against You!Chances are, if you applied over the internet, its 200:1Talked to a recruiter? N...
Speaking of      Social Media ...Have you Googled yourself lately?Hows your Facebook?You’d better believe they will be ...
If Its Really Bad ...You can always …Leave the stateChange your nameLeave the countryGet professional help (such as re...
Your Résumé ...A. Will not get you   the jobB. Is your marketing   D.All of the   brochureC. Might get you the            ...
An Effective Marketing      Brochure Capture reader’s attention in the first  page of the résumé Focus on relevant, tran...
Gone In 30 SecondsIf theydon’t likewhat theysee here …                  … they                  won’t even                ...
Heres What Matters ...How are you going to help the company solve their problems?What makes you better than the other 20...
Your First Sales Call ...The product you are selling is YOUDo your homework!Be prepared to ask questionsIf you are goi...
Appearance Matters!Piercings and tattoos ...Attention to detailWhen in doubt, dress UP                       14
1. Its not who you know                            Top Ten List   ... its who knows you2. Find out about the   format ... ...
Top Ten List6.   Take your time ... its not     always about the     answer                                   (cont’d)7. D...
Show Off! (a little)Relate your experiences     In school to their challenges         At workShowcase your talents    ...
Interviewing 101Basic Categories:1. Functional Skills2. Product (and   Service) Knowledge3. Industry Knowledge4. Leadershi...
Questions You ShouldBe Ready to Answer ...Why should we hire you?What interests you about our company?Who do you work b...
A Perennial Favorite …                          “Tell me about a time                          when you were driven       ...
Your Frame of ReferenceThis one is really about YOU … not “we” or “us” but what you did and how you did it.How did you s...
Some Resources …Behavioral Interview Questions:ohttp://jobsearch.about.com/cs/interviews/a/behavioral. htmSales Interview ...
Do You Know This Man?You should!!!                   23
Little RED Book of               Selling              Little GOLD Book of               Yes! Attitude              Litt...
Questions?         Steve Urquhart        T21 Solutions, LLC    steve@t21solutions.comwww.linkedin.com/in/steveurquhart    ...
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UCF Sales Club Presentation

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UCF Sales Club Presentation

  1. 1. Acing theInterview Steve Urquhart T21 Solutions UCF Sales Club November 1, 2011 1
  2. 2. Acing theInterview Steve Urquhart Practice Leader T21 Solutions, LLC UCF Sales Club November 1, 2011 2
  3. 3. Because First, You Need to Get Past ... 3
  4. 4. Resumes andcover lettersA.T.S. The HR mystery meat 4
  5. 5. Process of elimination100% 300 - 500 résumés received 70 - 100 qualified based on skills 30 - 50 qualified based on match to 10% job 10 - 20 selected for phone screen 7 - 10 presented to hiring manager 1% 3 - 5 candidates invited for in- 5 person interviews
  6. 6. The Odds Are Stacked Against You!Chances are, if you applied over the internet, its 200:1Talked to a recruiter? Now you’re down to 50:1If you applied through your professional network, its about 20:1And if you were hand- picked through social media, its 5:1 6
  7. 7. Speaking of Social Media ...Have you Googled yourself lately?Hows your Facebook?You’d better believe they will be checking! 7
  8. 8. If Its Really Bad ...You can always …Leave the stateChange your nameLeave the countryGet professional help (such as reputation.com) 8
  9. 9. Your Résumé ...A. Will not get you the jobB. Is your marketing D.All of the brochureC. Might get you the above! interview 9
  10. 10. An Effective Marketing Brochure Capture reader’s attention in the first page of the résumé Focus on relevant, transferable skills, not on details Be visually appealing, easy to read Be accompanied by a strong cover letter, a.k.a. the “sales pitch” Speak the company’s language 10
  11. 11. Gone In 30 SecondsIf theydon’t likewhat theysee here … … they won’t even bother to read the rest! 11
  12. 12. Heres What Matters ...How are you going to help the company solve their problems?What makes you better than the other 200? 300? 500?Have you even read the job description? 12
  13. 13. Your First Sales Call ...The product you are selling is YOUDo your homework!Be prepared to ask questionsIf you are going for a sales position, they will expect you to be able to close! 13
  14. 14. Appearance Matters!Piercings and tattoos ...Attention to detailWhen in doubt, dress UP 14
  15. 15. 1. Its not who you know Top Ten List ... its who knows you2. Find out about the format ... ask the recruiter3. Research and current events ... be prepared4. Be prepared for situation-based (behavioral) questions5. Practice makes perfect ... but dont over- rehearse 15
  16. 16. Top Ten List6. Take your time ... its not always about the answer (cont’d)7. Dress for success ... huge impact on self- confidence8. Get the inside scoop ... LinkedIn, Vault and Glassdoor9. Ask about next steps ... assert yourself10. Follow up, say thank you ... be persistent but not pushy 16
  17. 17. Show Off! (a little)Relate your experiences In school to their challenges At workShowcase your talents In the community and capabilities On projectsProvide specific examples that prove that you have In life what it takesBring a portfolio of your work and a “leave behind”And always bring extra copies of your résumé! 17
  18. 18. Interviewing 101Basic Categories:1. Functional Skills2. Product (and Service) Knowledge3. Industry Knowledge4. Leadership Skills (Potential) 18
  19. 19. Questions You ShouldBe Ready to Answer ...Why should we hire you?What interests you about our company?Who do you work best with?How would a previous professor or employer describe you?What is your greatest accomplishment?Where do you see yourself in five years? 19
  20. 20. A Perennial Favorite … “Tell me about a time when you were driven to achieve a goal, you faced substantial resistance, and had little internal support.” Source: Sales Performance Advisors peaksalesperformance.wordpress.com 20
  21. 21. Your Frame of ReferenceThis one is really about YOU … not “we” or “us” but what you did and how you did it.How did you set your own objectives and a standard of excellence for your own performance?How did you tirelessly pursue attainment of that goal, perhaps for months or even years?How did you show tenacity, persistence, and sustain focus and action over time in the face of obstacles?How did you define the resources needed to attain the goal, and then takes entrepreneurial action to obtain those resources?How did the story end? 21
  22. 22. Some Resources …Behavioral Interview Questions:ohttp://jobsearch.about.com/cs/interviews/a/behavioral. htmSales Interview Questions:ohttp://www.justsell.com/sales-interview-questions/Preparing for Interviews:ohttp://career-advice.monster.com/job- interview/careers.aspxGeneral Interview Questions:ohttp://jobsearch.about.com/od/interviewquestionsans wers/a/interviewquest.htm 22
  23. 23. Do You Know This Man?You should!!! 23
  24. 24. Little RED Book of Selling Little GOLD Book of Yes! Attitude Little GREEN Book of Getting Your Way Little BLACK Book of Connections!gitomer.com 24
  25. 25. Questions? Steve Urquhart T21 Solutions, LLC steve@t21solutions.comwww.linkedin.com/in/steveurquhart @workforce101 25

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