无经验成功面试销售需掌握这七种技巧
作者:admin 日期:2012-06-02 浏览

        Many job seekers wonder: How do I land a sales job that requires two years of sales experience when I don't have two years of sales experience?

        很多求职者想知道:当我没有两年销售工作经验的时候,我如何能得到一份要求两年工作经验的销售工作。

       
Here are seven strategies for snagging a sales job without the required level of experience:

        以下七个策略教你抓住销售工作机会,而无需经验。

       
Strategy 1: Persist

       
Persistence is the successful sales rep's No. 1 trait. When you persist professionally, the sales manager will often give you the benefit of the doubt. They want to see how you deal with rejection and uncertainty. They want to see how you'll handle their objections. Keep at it. Get a referral to introduce you and make a phone call on your behalf. Write a brief but compelling letter of introduction, and then make your own phone call. Write a follow-up letter. Get the manager's email address and write a three-sentence presentation describing why he should hire or at least interview you. "I'll work just as hard to sell for this company as I'm working to get this job" is a good way to start that email.

        策略1:坚持

       
坚持是成功销售代表的第一品质。当你带有专业精神地保持坚持,销售经理往往会选择给你个机会。他们想要看看你如何处理拒绝和不确定。他们想要看看你如何处理反对意见。不要放弃,坚持下去。找推荐人引荐你,代你致电。写简洁但是令人感兴趣的介绍信,然后亲自打电话过去。再写后续信件。找到经理的邮件地址并且写三句话描述为什么他应该雇用你或至少应该面试你。“我将像我努力得到这份工作一样努力为公司做好销售工作”是很好的邮件开头。

       
Strategy 2: Do Your Homework

       
The No. 1 complaint about sales reps is their lack of preparation. The interview is just like a sales call. You're selling yourself to the prospective employer. When it's your turn to talk, let the interviewer know you prepared by saying something as simple as, "In preparing for this interview, I..." Then list what you did. Here are some examples:

        "I read your last three corporate reports."

        "I took one of your sales representatives to breakfast."

        "I spent an hour on your Web site to see how I fit into your mission."

        "I had an informational interview with one of your customers about how you sell and service your products."

        The point is to document your preparation. Sales managers want to know you're willing to dig for information. If you're not willing to do it to get a job, then why would you be willing to do it to land a sale?

       
策略2:做你的功课

       
关于销售代表的最多抱怨就是他们缺乏准备。面试就像销售电话。你在像预期雇主销售你自己。当轮到你说话的时候,让面试官知道你做过准备,只需说些简单如“在为这个面试的准备中,我……”这样的话就好了。然后列举出你所做的。以下是例子:

        “我读了之前三年公司报告。”

        “我和你们其中一位销售代表一起吃早晨。”

        “我花一个小时浏览你们的网站了解你们的公司目标。”

        “我对你们其中一名顾客进行了一次信息性的采访,内容关于你们如何做销售并且用你们的产品提供服务。”

        关键点是证明你的准备。销售经理想要知道你是乐意挖掘信息的。如果你都不愿意为了得到一份工作而努力挖掘信息,那么你怎么会愿意为了达成销售而努力呢?

       
Strategy 3: Customize Your Resume

       
Make sure your resume says you are seeking a sales job in the aerospace industry if that is indeed the type of sales job you are seeking. Salespeople today are customizing virtually every sales presentation. Your resume should be tailored to the industry and company. A generic resume won't cut it if you have no experience.

        策略3:定制你的简历

       
确保你的简历表明你在寻求一份航空产业的销售工作,如果那确实是你想要的销售工作的话。现在的销售人员对每笔销售都做定制展示。你的简历应该根据行业和公司量体裁衣。如果你没有工作经验的话一份通用简历就不够好了。

       
Strategy 4: Document Your Achievements and Sell Them

       
A need to continually achieve is key to sales success. Prove you are an achiever. Document your three biggest victories, and be prepared to reel off a list of at least seven other significant wins in your life from school, sports, music, class politics, etc. You will achieve again for the employer, because past behavior is the best predictor of future behavior. You may not have sales success, but you have had success in other areas. Success leaves clues.

        策略4:证明你的成就并且销售它们

       
对成就的持续需求是销售成功的关键。证明你是个成功者。用文件证明你三个最大的成功,并且准备好流利的讲出至少7个你生活中其他重要的成就,从学校、运动、音乐到学校政治等均可。你会为雇主再次取得成就,因为过去的行为是对未来行为的最好预测。你可能没有过销售成就,但是你在其他领域成功过。成功是有迹可循的。

       
Strategy 5: Have a Philosophy of Selling When You Walk in the Door

        
If you want to land a sales job, you should have a rudimentary knowledge about sales and be able to articulate a philosophy of selling, and it has to be more than, "I'm a people person." You can't learn to sell from a book, but you can learn that selling is a process. You can discuss the importance of understanding customer's needs and presenting solutions. You can ask questions about the company's sales philosophy and whether it believes in a consultative approach to sales or a team approach.

        策略5:当你进入这个领域时你需要懂得销售哲学

       
如果你想要得到一份销售工作,你应该懂得基本的销售知识并且能够详细阐述销售哲学,至少不仅仅是说:“我人缘好,喜欢接触人群。”你无法从书中学会销售,但是你能学到销售是个过程。你可以探讨了解顾客需要和提供解决方案的重要性。你可以询问这家公司的销售哲学以及公司相信协商途径的销售还是团队形式的。

       
Strategy 6: Have a Story About Your Biggest Sale

       
Document an incident when you persuaded someone to do something you wanted him to do. Describe how you achieved an objective and what you got other people to do for you in order to achieve it. Show how you already have the necessary skills to do the job you're applying for.

        策略6:准备一段你最成功“销售”的故事

       
叙述一段故事,说明你说服了某人去做你想他做的事情。描述你是如何达成目标的,以及为了达成目标你让他人为你做了什么。展示出你已经拥有了你所申请工作必备的技能。

       
Strategy 7: Be Willing to Take an Entry-Level Sales Position

       
There are minor leagues and major leagues in sales. You may be able to land an entry-level sales job at a television station in Rhinelander, Wisconsin, because its second-leading sales rep just took a job in Milwaukee. The point is you'll have less competition in a smaller town or company.

        Another variation of this is to start with an internship in sales and demonstrate competence. A willingness to work for free or low wages to get your foot in the door can be a good strategy if you can afford it.

       
策略7:愿意接受初级销售职位

       
销售中有小联盟和大联盟。你可能能在威斯康星州莱茵兰德的电视台找到一份初级销售职位,因为它的次顶级的销售代表在密尔沃基找到了工作。关键是你在小一点的城镇或公司会面临更少的竞争。

       
另一种变体是做销售实习,展现你的竞争力。做免费或者低薪工作以帮你进入行业可能会是个好策略,当然前提是你负担得起。

       
Be Ready to Work

       
If getting a sales job without experience sounds like a lot of work, it is. Selling is a lot of work. That's why top sales representatives make a lot of money. They are willing to do the work before they get paid for it. They are willing to take risks and face rejection.

        The reality is that few people have the drive and determination to apply even two or three of these seven strategies. When you do, you'll be a refreshing change of pace for hiring managers. Remember, there are more good sales jobs than there are good salespeople.

       
准备好要工作

       
如果说没有工作经验而得到一份销售职位听起来需要很多努力,确实如此。销售本身就需很多努力。这就是为什么顶级销售代表赚那么多钱了。他们愿意在得到报酬前就做工作。他们愿意冒险及面对拒绝。

        现实是几乎没有人有动力和决心应用这七个策略中的两到三个。当你做了,你将会带给招聘经理耳目一新的变化。记住,好的销售职位永远比好的销售人员多。


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