Why Hiring You Is a Good Idea
Good salespeople lead a buyer through a sales process toward a purchase. They begin by understanding the buyer’s needs and linking the features of their service to those needs. They then talk about value-adds, tell success stories about purchasers who’ve used their service, provide an implementation plan, and finally summarize why they are the best choice based on the benefits their service provides. Good salespeople understand that prospects won’t understand why they should buy a service simply because they’ve been told about it. Buyers need to be informed very directly, in simple language, of why the salesperson’s service is the best purchasing decision.
The critical element in a purchasing decision is the benefits. No buyer purchases a service without clearly seeing the benefits she will get from the service. But most job candidates focus on the skills and experience they bring to the job and don’t clearly state the benefits the company will derive from hiring them. They never clearly communicate, “This is why hiring me is a good idea.”
The traditional interview consists of a question-and-answer format resulting in the hiring manager putting together the information she has heard and making a decision (guess) about which candidate to hire. But why let the hiring manager come to her own conclusion? Following your interview(s), the hiring manager should have a clear picture of why hiring you is a good idea[md]because you have told her exactly why!
Part of your interview preparation is developing a list of the benefits the company will get from hiring you. These benefits are even more powerful if they differentiate you from the competition. Going into an interview with this list of benefits will help you be focused and more confident. However, this list is of value only if you share it with the hiring manager.