Search
Advice » Interviewing» Interview Preparation » Influence Your Sales Interview
Influence Your Sales Interview

Influence Your Sales Interview

Candidates for sales jobs often believe that the best way to land an offer is to present the interviewer with a hefty resume that details previous sales positions. But creating a receptive psychological environment during the interview is just as essential.

According to Robert B. Cialdini, PhD, author of Influence: The Psychology of Persuasion, extensive observation of top sales professionals in multiple industries, such as insurance, automotive, photography, charity and advertising, reveals specific patterns of behavior and speech that increase the likelihood another person will say yes to a request.

According to material originally published in Selling Power magazine, these patterns are reflected in six basic principles of influence. Follow them on your next sales interview to ensure success.

1. The Principle of Reciprocation

People tend to say yes if they feel they owe you something.

  • Example: Charities double their response when they include a dozen personalized address labels inside their direct-mail packages.

  • On the Sales Interview: Always enter the interview with the attitude that you're there to help rather than be helped. When sincerely felt and expressed, this automatically creates a sense of obligation on the part of the interviewer.

2. The Principle of Scarcity

People tend to say yes if they believe that something is dwindling in availability.

  • Example: Think about those sales pitches: sale ends today, while supplies last, etc.

  • On the Sales Interview: Tell the interviewer about any circumstance that would make you difficult to hire in the future, like a pending job offer. Focus the discussion on what the firm will lose without your services.

3. The Principle of Authority

People tend to say yes to those seen as having special knowledge and credibility.

  • Example: Firms often bring technical experts and engineers into sales processes to help close major opportunities.

  • On the Sales Interview: Emphasize elements of your career that illustrate your command of unique knowledge rather than generic ability to sell. Describe any unusual expertise related to what you'd be selling for the prospective employer.

4. The Principle of Commitment

People tend to say yes when it's consistent with a prior commitment they have made in your presence.

  • Example: Market researchers who first ask potential respondents if they are a helpful person double the number of people who agree to be surveyed.

  • On the Sales Interview: Ask the interviewer about the specific kind of person to be hired, and match yourself to those characteristics. Better yet, tie the commitment principle to the interviewer's sense of self-identity by verifying his personal commitment to hire the best candidate -- by implication, you.

5. The Principle of Consensus

People tend to say yes if presented with evidence that people like them are saying the same thing.

  • Example: Advertisements typically demonstrate their target demographic using the product the ad is trying to sell.

  • On the Sales Interview: Provide the interviewer with references from individuals who most closely match the interviewer's demographic profile. For example, if the interviewer is a middle-aged human resources executive, provide a reference from a middle-aged executive who works in human resources.

6. The Principle of Likability

People tend to say yes if they know and like the asker.

  • Example: Commercials frequently use likable celebrities as spokespeople.

  • On the Sales Interview: Find something about the interviewer that you truly like and respect. The interviewer will sense this and be naturally led to like and respect you in return. This is not manipulative, because it builds upon a real emotion, not a fabricated one.

Latest Jobs

EASTERN SHORE HOSPITAL CENTER
Posted: 10/26/2014
Cambridge, 21613
Powell Industries
Posted: 10/26/2014
Houston, TX, 77002
CHI St. Lukes Health
Posted: 10/26/2014
Houston, TX, 77002
Memorial Hermann
Posted: 10/26/2014
Houston, TX, 77002
Grocery Haulers Inc
Posted: 10/26/2014
Trooper, 19403

Want more personalized results?  Update Your Profile

 
 
 

Monster Communities

Teaching Community
Where teachers meet and learn.
ArtBistro
Create and connect.
Excelle
Networking for the career-minded woman.
Nursing Link
Where nurses call the shots.
More Monster Communities

Monster Partners

Scholarships
Scholarships, financial aid and more ways to pay for school.
Education.org
Find top campus and online degree programs.
Military.com
Military portal for the US Army, Navy, Air Force, Marine Corps and Coast Guard.
Financial Aid
Scholarships & financial aid.
Staffing for Government Jobs
Staffing and hiring solutions for federal government agency jobs.
More Monster Partners

Job Hunt Strategy

Six Ways to Make a Recruiter Hate You
If you want to blow your chances with recruiters -- and, by extension, with the companies they work for -- here are six perfect ways to do so.

Resumes & Cover Letters

Rev Up Your Resume to Relocate
Hoping to relocate? Get the ball rolling on landing the right job in the right location with these expert resume and cover letter tips.

Interviewing

100 Potential Interview Questions
Interview questions can run the gamut. You probably won't face all 100 of these, but you should still be prepared to answer at least some of them.

Salary & Benefits

10 Questions to Ask When Negotiating Salary
Most of us aren't natural negotiators, but asking these 10 questions during salary negotiations can help you get everything you deserve.

Employee Sourcing

Alt text
November Monster Employment Index Grows 13% Year-Over-Year, Tenth Consecutive Month of Positive Annual Growth.

For Seekers

Campus and Online Degrees
Advance your career and earn more with an online degree.
Free Salary Wizard
What are you worth? Find out and negotiate a better salary.
Research Careers
Get information on jobs and career paths to help guide your choices
Questions & Answers
Find answers to all your career related questions -- powered by Yahoo! Answers
Resume Distribution Service
Our distribution service puts your resume right in the hands of recruiters.
Resume Writing Services
Our experts will craft a keyword-rich resume that stands out in the crowd.
More Career Resources

For Employers

Career Ad Network
Target your job posting to more candidates on thousands of websites.
Hire Right Background Checks
Explore our background check packages to improve the quality of your hires.
Hiring Home Page
Find the best candidates for your business with Monster hiring solutions.
Job Postings
Find the right solution for your hiring needs. Starting at $99.
Power Resume Search
Monster's new search technology precisely matches people with your jobs.
Resource Center
Find staffing insights, labor trends, HR best practices and more.
Target Post
Connect with skilled, hourly and administrative candidates for only $99.

Social Media

Jobs on Twitter
Find jobs in your area and industry.
Monster Careers
Tune into our career advice and discussions tackling a wide range of topics and industries.
Monster Corporate & PR
Stay up-to-date on the latest news. Get the 'Who', 'What', 'When', and 'Why' on all things Monster related.
Monster Customer Service
Got a Monster question? We've got the answer. Whether you're a job seeker or employer, we can help you find the answers you need.
Monster for Employers
Find advice on hiring.
Follow Us
Check out our many pages and stay connected with the latest industry news, events, career advice and job openings.

Other Links

Monster Company Profiles
Explore companies and get information to guide your career decisions.
Compare Salaries
See how your pay stacks up to others in your field.
iPhone Application
Download the Monster app for iPhone and iPod touch.
Monster Job Seeker Blog
Monster Job Seeker Blog.
Monster Thinking Blog
Monster's Recruitment Trends Blog.
Jobs & Career Resources
Search Jobs:
For Employers: Post Jobs | Search Resumes | Advertise
About Monster | Work for Monster | Advertise with Us | AdChoices | Partner with Us | Investor Relations | Social Media
Terms of Use | Privacy Center | Accessibility Center | Help | Security | Contact Us | Sitemap | Mobile
©2014 Monster - All Rights Reserved U.S. Patents No. 5,832,497; 7,599,930 B1; 7,827,125 and 7,836,060 MWW - Looking for Monster Cable? - V: 2014.4.65.72-222
eTrustLogo