When asked, “Do you have any
questions” at the end of the interview, it is the opportune time to close. This truly can make all the difference as to
whether you get the job, or not.
A colleague recently sat alongside a
client during five interviews, and only one closed at the end; I bet you can
guess which one stood out and moved onto a second interview.
How to
Prepare for a Close
Before your interview ensure that you
prepare how you’re going to close but in a straightforward way. Prepare the
closing questions that you’re going to ask and ask a friend if to roleplay them
with you. You may get taken off in a different direction by the interviewer so
have that in mind. By the time you get to the interview you will be confident
and ready to close at the right moment.
Why You
Should Close?
You would never leave a sales meeting
without agreeing the next steps forward, would you? Every sales interview is a
sales meeting. Sales professionals must be able to close deals so closing at an
interview shows the potential employer you are confident and willing to close when
you start the job. Be that individual who stands out by making sure you close.
When to
Close
You will feel the meeting is heading
towards a natural end; the questions are not so intense and there may be a
glance at the watch, it will be instinctive, and you should start thinking
about what you’re going to say in your close. In almost all interviews the
interviewer will ask if you have any questions, this is the ideal time to
close.
How to
Close
Once you have made your points about
why you are the perfect candidate for the role and mastered any objections from
the interviewer, you have to overcome the final hurdle of closing the
interview. The minimum you should be asking is what the next step in the
process is and how long the process is likely to be. You should also be asking how
many candidates are in the process, and if you feel it has gone really well, be
direct and ask if you have got a second interview or even ‘have I got the role’!
You should always look to 'leave your
mark' on the interviewer. Make them aware you have enjoyed the meeting and
reiterate your interest in the vacancy, don’t just get up and go!
More information on closing sales interviews can be found here: http://www.aaronwallis.co.uk/how-to-close-an-interview.aspx
Written by Liam Oakes
Liam is the Sales
Recruitment Manager at Aaron Wallis and has been with the company for 5 years
after having a career with the RAF; Liam has helped hundreds of Sales
Professionals secure a new Sales role and ensures that Aaron Wallis runs
smoothly.
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