THE INTERVIEWING PROCESS

When it comes to hiring quality sales people, remember that not only are they going to try and sell themselves to you, you have to sell yourself to them.  Most alarm organizations don't roll out expensive vehicles or high base salaries - commission oriented compensation programs are the general rule and there many sales opportunities to choose from out there!

RULE # 1 - THE INTERVIEWERS APPEARANCE COUNTS TOO!

Remember that as the representative of your company, you are the one who doesn't get a second chance at a first good impression.  When the applicant shows up, not only should you anticipate that they will be presentable, you should be presentable yourself.

PREPARING FOR YOUR INTERVIEWS

Let us ask you this question.  If you were unemployed and were to send personal information about yourself to an organization, wouldn't you feel somewhat exposed? ("I know I am a good candidate for the job however I wonder - what will they think?")  With this in mind, have your office contact each candidate when the resume is received to simply state that it has arrived and that you'll be back in touch shortly to inform the candidate whether they have made the interview list.

During interviews, remember that some may lag into others.  If someone must wait, be sure reception tends to their needs.  Would they like a coffee?  Is someone taking care of their overcoat / umbrella etc.?  Does your office have reading material available in the waiting area?

Some alarm organizations hang framed testimonials, newspaper articles or other written materials about their business in waiting areas.  Done right, they can make a very positive impression for customers, suppliers and yes, even sales candidates.  It is one thing to think you have a great company to work for however quite another to look like you have a great company to work for.

We explain to applicants that we have a two stage interview process.  The first is a relatively brief get acquainted session from 10 to 15 minutes in length and if both parties are agreeable, there would be a second interview within a few days.

CONDUCTING INTERVIEWS

How not to conduct an interview?  Forget about questions like - What do you like to do on your day off?  What are your short term and long term goals?  What are your hobbies?

"Tell me about yourself."  You want to get them talking about themselves and closely evaluate how they look sitting across from you.  Eye contact is extremely important.  There is a saying that the eyes are the pathway to the soul and if you don't have sincere, warm, trustworthy eyes you can't be a great salesperson.

How sincere is this person?  Does he or she come across as being honest and truthful?  Does he or she look like someone who is down and out and  going after job #77?  How neatly are they dressed?  Does someone appear overly nervous? Remember that presentations to strangers is what this person is expected to do for a living!

Ask yourself this question.  If this person showed up at my residence for an appointment on a Tuesday evening and two hours later asked me for a deposit on a eleven hundred dollar security system, would I feel confident enough to write out a check?

The resume of the professional sales person can often be reflective of what some describe as a "checkered past" but look beyond what the resume says.  You could be speaking with a talented, dynamic goal scorer who simply hasn't had the opportunity of being able to play with a team that offers the direction that yours does!

Also look beyond education credentials as they say (whoever "they" are) that the difference between intelligence and education is that intelligence provides people with a good living.

At this point, if you believe you have a good potential candidate (someone who strikes you as being a real competitor) it's your turn to become the sales person.
 

• Let me tell you about our company. (Be concise!)
• Let me ask you, what attracted you to our career ad?
• I must ask you...have you ever had a break-in yourself or know of someone who has?
• Crime seems to be on everyone's mind these days - would you agree with that statement?
• Would I be correct then in assuming that you consider the security system industry a growth industry?
• Do you know much about security systems or have you ever used one on a regular basis?

Did you now that enthusiasm alone is responsible for closing 55 percent of all sales?  We have hired numerous candidates for organizations who later informed our interviewer - "You know, you were so enthused about your sales opportunity I knew right away that I wanted to part of your team!"

Be sure to always observe your candidate with scrutiny.  What are they doing, how are they moving, what are they saying, etc.  Study what you see.

Remember that in the big scheme of things, what a person actually says accounts for less than fifty percent of the sales interview!