When interviewing for a sales position, the most important sales presentation you can give is the one of yourself and your experience. Much like a sales presentation your interview should follow a few of the core fundamentals of selling. One of those fundamentals being active listening. Active listening skills are a subtle but effective way to perform better during job interviews. Half of all communication is listening but few of us get any training on doing it well. Fortunately, listening well is relatively simple, and will become automatic the more experience and practice you have.
Here are some techniques that will help you acquire more knowledge and make a better impression on your prospective employer.
How to Use Active Listening for Your Job Interview
1. Recognize your limitations. Many studies confirm that we only take in half of what we hear and we forget half of that by the next day. Becoming more attentive often takes some deliberate effort. Prepare for the basics by researching as much as you can about the company and the role. This allows you to recognize aspects that couldn’t be found in basic research.
2. Relax your mind. Most people feel anxious about applying for a new job. Take time to quiet your mind and reduce distracting thoughts. Meditate, get a massage, or listen to instrumental music.
3. Stay alert. Prevent fatigue from sabotaging your interview. Get a good night’s sleep and squeeze in some aerobic exercise beforehand. Sit up straight and dress in layers. If interviewing virtually the same applies.
4. Show your enthusiasm. Successful people often enjoy talking about their work, especially when they have an appreciative audience. Make eye contact and lean toward your interviewer. Let your positive feelings shine through when you describe your past accomplishments and how they relate to the position you’re seeking. In sales an old cliché still applies, past success is a good predictor of future success. Should you not have an impressive list of accomplishments be prepared to discussed what you learned and how that experience has positioned you for future accomplishments.
5. Position yourself as a good fit. Use the information your interviewer provides to home in on the type of candidate they’re after. Listen and then recap what you’ve heard to get confirmation on what you understand is correct. Explain how your background and skills enable you to contribute and become a valued team member.
6. Take notes. People listen much faster than they speak. Take advantage of that gap to take notes and collect your thoughts. Some people may feel that by taking notes the interviewer may feel they are not listening intently. Have you ever had a waiter or waitress try to memorize your order just to bring food to your table that is wrong? Most interviewers will be delighted that you are taking notes. Jot down keywords and main themes rather than recording every word.
7. Keep an open mind. It pays to be flexible. Remain neutral to avoid rejecting a new viewpoint or job opportunity before you have a chance to consider it from all angles. While you responded to a specific position, note at the end that the company is what impresses you, or the culture, and you would be open to visiting other opportunities should they be a better fit.
8. Put yourself in your interviewer’s shoes. Your interviewer may feel under pressure and stressed with the amount of candidates they’ve had to review. Empathize with their responsibility to find the right person for the job.
9. Restate key points. Summarize and paraphrase the most important messages. This will help reinforce their thoughts in your mind and show your interviewer that you are on the same page.
10. Seek clarification. Avoid misunderstandings by clarifying anything that’s unclear. A good employer will appreciate your efforts to fully comprehend their expectations.
11. Ask thoughtful questions. Use open-ended questions to elicit more information. Incisiveness also helps show that you’re a strong candidate. There are basic questions that when in doubt every candidate will ask an interviewer. Don’t ask those. Stand out by asking more thought-provoking questions.
Meeting the Staff
1. Get to know your supervisor. Your manager will likely play a big role in your job satisfaction. Talk about the daily routine and responsibilities. Learn about their work style and how they establish priorities.
2. Pick up valuable information from your co-workers. Try to meet some of your future associates. They can clue you in on the work environment and organizational culture. Plus, it’s usually a good sign if employees are involved in the hiring process.
3. Learn about the big picture from leadership. You may also get the opportunity to talk with some of the organization’s senior executives. Even if the time is brief, use those meetings to help get a better sense of the organization’s strategic plans and future direction.
Go to your next job interview better prepared to listen. The session will probably be more productive for both you and the people you interview with. And even if you don’t get this job, if you’ve kept your ears open, you may have positioned yourself for a different one. Active listening is one way to open up new career opportunities and build a better future.
Catalyst Consulting 