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The More
Questions, the Better
Interview questions are an opportunity to close the
sale. The more questions the greater chance of being
hired. How?
Did
you ever buy a major item: car, stereo, home…without
asking questions? No. In fact when you walked into a
car showroom or an electronics store and did not ask
any questions, you did not buy. (Unless it was your
second or third visit.) When you purchase a large
investment item, you tend to ask more questions. You
are not doubting the product, simply learning more
about it.
So
too with questions from an interviewer. In a car or
stereo sale, the salesperson is usually well briefed
on the product. If not, you leave and go elsewhere.
So don’t be defensive at interviews, prepare
yourself. The difficulty with interviews is that
most candidates take questions personally and become
defensive. That is because candidates are not
prepared to answer questions as if they were selling
a service. They are still in the mode where they are
defending their past actions.
You Are
offering a Service Contract!
The
way to get around this is to prepare yourself ahead
of time. Say you are prepping yourself for job
interviews for jobs in the $60,000 per year job that
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think will have a lifetime of 5 years. That’s a
$300,000 contract.
Only 4
Substantial Questions
They
say that an employer will ask 4 substantial
questions. If you can get 50% of them correct, it
means that you have to have a $150,000 answer to
each of the two questions to reach $300,000. If you
only have a 1:4 ratio of success (under the pressure
of stress) that means you will only answer one in 4
questions 'correctly.' You need to have $300,000
answers. Prepare for them.
Salaries and Contracts
|
Your Salary |
|
Length of Contract |
|
Contract Value |
|
$40,000 |
x |
5 yrs |
= |
200,000 |
|
$50,000 |
x |
10 yrs |
= |
$500,000 |
|
$60,000 |
x |
5 yrs |
= |
$300,000 |
|
$70,000 |
x |
5 yrs |
= |
$350,000 |
|
$100,000 |
x |
10 yrs |
= |
$1,000,000 |
|
$150,000 |
x |
5 yrs |
= |
$750,000 |
|
$750,000 |
x |
10 yrs |
= |
$7,500,000 |
|
1,000,000 |
x |
5 yrs |
= |
$5,000,000 |
The SPAR-B System
How do you do this?
We developed a system called SPAR-B’s. A testimonial
from a client brought this out, “It was |
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great to sit there and
see the employer rock back in his chair
as I hit him with a SPAR-B.” Our client got the
offers. Our clients prepare 14 of these SPAR-B
answers, memorize them, and then simulate them. We
have found that this is quite a fail-safe number of
answers to be ready with. We also teach clients how
to substitute the answers if they are asked slightly
differently
How does the SPAR-B work?
SPAR-B's ensure that
you answer interview questions in such a format that
the employer can say to him/herself, “Yes. This is
the person that I want to hire.”
Many great training
organizations have trained their sale people to sell
high cost products and services using this “Yes.”
psychological format.
What is a SPAR-B?
The focus of the
SPAR-B answer is to avoid a hypothetical response
and deal in real examples of something similar that
you have done in your life.
Situation
Problem
Action
Result
Benefit |
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