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For
many, phone interviews are the hardest thing about
the pharmaceutical sales job search. Nearly every
company uses an initial "phone screen" in their
process however, so it's important to know what you
can do to ensure you perform well during the phone
interview process. Here are 10 ways to improve your
chances of success.
1.
Use a land line. This doesn't take much explaining.
Interviews are hard to come by. The last thing you
want to do is drop the . . . hello. Hello? Can you
hear me? I think you get the point - and don't use a
speaker phone.
2.
Dress for success. Go through the normal routine you
would have if this had happened to be a face to face
interview. For instance, if you expect the call at
10 a.m., don't roll out of bed at 9:15 and expect to
be ready for the call. Get up at your normal hour -
say 7 a.m. Do a bit of studying over a light
breakfast, shower, shave and dress as if you were
going to a real interview. OK, you can lose the
jacket and tie. But look nice, will ya? It sounds
silly but taking these steps will trick your body
into thinking it needs to be at the top of its game.
And your body will come through in the clutch.
3.
Center down. Allow yourself a bit of time (15
minutes or so) before the call to relax. Spend that
time breathing deeply, forcing the thoughts of the
company, the job and the interview out of your mind.
With every exhalation, let the stress that has built
up in your neck and shoulders escape. This practice
will allow your brain to work free from stress when
the phone rings and will set the tone for your
breathing during the interview itself.
4.
Talk with your hands. Allow yourself to use your
hands while talking. Studies show that your brain
can think of the exact words you want to use more
easily when you allow your hands to move freely as
you would in a normal conversation.
5.
Smile. When someone smiles when your talking on the
phone, you can hear it. So will your interviewer. Do
it and make him/her feel all warm and fuzzy on the
inside.
6.
Hydrate. Keep some water handy. You don't want to
keep the interviewer waiting if you get choked up or
your mouth gets dry (and it will). By the way,
"excuse me, I need to take a drink of water" is
always an acceptable way to stall if you need a few
extra seconds to think.
7.
Check for agreement. If I've said it once, I've said
it a thousand times. The job interview is a sale and
the product is you. There is one question that is a
salesperson's best friend and it is, "Did I answer
your question completely?" Questions like this give
the interviewer the opportunity to ask more
questions of you and take away the opportunity for
him/her to make excuses as to why you're not a good
fit.
8.
Close. You're a salesperson and salespeople close.
Even though you know the interviewer probably won't
be able to commit to moving you further in the
process ask him/her to do so anyway.
9.
Mind your posture. Sit up straight in a quiet place
with all your notes in front of you OR (even better)
lay your notes out on a desk or large workspace and
stand up while you talk. You'll also use your hands
more if you're standing up.
10.
Control. Your. Cadence. When we're nervous, we have
a tendency to talk fast. Make a concerted effort to
slow your speech and enunciate. You're interviewer
will appreciate your articulation and your brain
will have more time to think about the right things
to say.
Can
you hear me now? Good.
Ryan Stewart has coached hundreds to pharma sales
success (and he's done it all for free). To
jump-start your pharmaceutical sales career, go to
pharmaceutical-sales-representative.com.
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