Finlay James

Stages three and four: general discussion then isolate and trial close

Stages three and four: general discussion then isolate and trial close

Stage three: general discussion

This is the main part of the interview where you will put meat on the bones by discussing your background against the client’s requirements. Remember not to go off on a tangent though; during this time you should do your best to demonstrate your suitability using the requirements mentioned at the beginning of the interview as a starting point. (This is why I said it helps to write them down.) Essentially you’re verbally matching yourself to the role. Convince them you are a good fit.

 

Stage four: isolate and trial close

In this stage you should zoom in on the specifics. You should now isolate each requirement in turn and trial close against them. For example, if they have said they are looking for a new business sales person at the beginning of the interview then you need to ask “Are you comfortable with my ability to generate new business?”

Overcome any objections then repeat the process for each key requirement.

Coming next: stage 5 - the close!