無經驗成功面試銷售需掌握這七種技巧
作者:admin 日期:2012-06-02 瀏覽

        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?

        很多求職者想知道:當我沒有兩年銷售工作經驗的時候,我如何能得到一份要求兩年工作經驗的銷售工作。

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

        以下七個策略教你抓住銷售工作機會,而無需經驗。

       
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:堅持

       
堅持是成功銷售代表的第一品質。當你帶有專業精神地保持堅持,銷售經理往往會選擇給你個機會。他們想要看看你如何處理拒絕和不確定。他們想要看看你如何處理反對意見。不要放棄,堅持下去。找推薦人引薦你,代你致電。寫簡潔但是令人感興趣的介紹信,然后親自打電話過去。再寫后續信件。找到經理的郵件地址并且寫三句話描述為什么他應該雇用你或至少應該面試你?!拔醫裎遺Φ玫秸夥莨ぷ饕謊ξ咀齪孟酃ぷ鰲筆嗆芎玫撓始?。

       
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:做你的功課

       
關于銷售代表的最多抱怨就是他們缺乏準備。面試就像銷售電話。你在像預期雇主銷售你自己。當輪到你說話的時候,讓面試官知道你做過準備,只需說些簡單如“在為這個面試的準備中,我……”這樣的話就好了。然后列舉出你所做的。以下是例子:

        “我讀了之前三年公司報告?!?br />
        “我和你們其中一位銷售代表一起吃早晨?!?br />
        “我花一個小時瀏覽你們的網站了解你們的公司目標?!?br />
        “我對你們其中一名顧客進行了一次信息性的采訪,內容關于你們如何做銷售并且用你們的產品提供服務?!?br />
        關鍵點是證明你的準備。銷售經理想要知道你是樂意挖掘信息的。如果你都不愿意為了得到一份工作而努力挖掘信息,那么你怎么會愿意為了達成銷售而努力呢?

       
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:定制你的簡歷

       
確保你的簡歷表明你在尋求一份航空產業的銷售工作,如果那確實是你想要的銷售工作的話。現在的銷售人員對每筆銷售都做定制展示。你的簡歷應該根據行業和公司量體裁衣。如果你沒有工作經驗的話一份通用簡歷就不夠好了。

       
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:證明你的成就并且銷售它們

       
對成就的持續需求是銷售成功的關鍵。證明你是個成功者。用文件證明你三個最大的成功,并且準備好流利的講出至少7個你生活中其他重要的成就,從學校、運動、音樂到學校政治等均可。你會為雇主再次取得成就,因為過去的行為是對未來行為的最好預測。你可能沒有過銷售成就,但是你在其他領域成功過。成功是有??裳?。

       
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:當你進入這個領域時你需要懂得銷售哲學

       
如果你想要得到一份銷售工作,你應該懂得基本的銷售知識并且能夠詳細闡述銷售哲學,至少不僅僅是說:“我人緣好,喜歡接觸人群?!蹦鬮薹ù郵櫓醒Щ嵯?,但是你能學到銷售是個過程。你可以探討了解顧客需要和提供解決方案的重要性。你可以詢問這家公司的銷售哲學以及公司相信協商途徑的銷售還是團隊形式的。

       
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:準備一段你最成功“銷售”的故事

       
敘述一段故事,說明你說服了某人去做你想他做的事情。描述你是如何達成目標的,以及為了達成目標你讓他人為你做了什么。展示出你已經擁有了你所申請工作必備的技能。

       
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:愿意接受初級銷售職位

       
銷售中有小聯盟和大聯盟。你可能能在威斯康星州萊茵蘭德的電視臺找到一份初級銷售職位,因為它的次頂級的銷售代表在密爾沃基找到了工作。關鍵是你在小一點的城鎮或公司會面臨更少的競爭。

       
另一種變體是做銷售實習,展現你的競爭力。做免費或者低薪工作以幫你進入行業可能會是個好策略,當然前提是你負擔得起。

       
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.

       
準備好要工作

       
如果說沒有工作經驗而得到一份銷售職位聽起來需要很多努力,確實如此。銷售本身就需很多努力。這就是為什么頂級銷售代表賺那么多錢了。他們愿意在得到報酬前就做工作。他們愿意冒險及面對拒絕。

        現實是幾乎沒有人有動力和決心應用這七個策略中的兩到三個。當你做了,你將會帶給招聘經理耳目一新的變化。記住,好的銷售職位永遠比好的銷售人員多。


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