Today's guest, Matthew Sorensen, is a recruiter who was previously a sales rep. I can't wait for you to listen and hear his perspective on how we can show up better in our medical sales journey.

 

Matthew has hired thousands of reps as a recruiter. I have asked him to give us insights into the good and bad interview styles he has seen.

 

Matthew begins by saying that after interviewing all sorts of professionals, including accountants and engineers, he really enjoys interviewing salespeople. 

 

Here are a few suggestions he has to help you ace your interview.

• Show up as a consultant and bring solutions and insights into improving their process.
• Come to the interview with knowledge and suggestions to grow the business.
• In your research, talk to the reps, find a need or opportunity, and then offer some value.
• A well-paid consultant knows the business. Be creative and find a way to stand out.
• Understand, as a rep, you need to get the customer talking to uncover their needs and any opportunities for you.

 

Here are a few interview styles he mentions - both good and bad

• Arrogant - You invited me here. Big turn-off and certainly not coachable.
• Desperate - Had success in the past that has fizzled out. The clients will smell the same desperation.
• Salesperson they want to hire - Brings solutions, leverages their experiences, shows they have unique exposure or insights due to past jobs or responsibilities.

 

If you're just pivoting into sales, consider your previous jobs and what insights you can bring from them into your new career.

 

Make sure you describe in great detail why you decided to go into sales. That way, they don't think it was a last-minute thing!

 

They really have to believe your "why," or they may doubt your devotion.

 

Say something like, "I was born for this! After seeing how I can motivate people, I have decided that I will be a successful sales rep."

 

You want them to realize they need to hire you before someone else does.

 

Lastly, Matthew talks about getting more interviews and whether cover letters really help. Here's what he said.

• Cover letters can be helpful, but you must make them VERY short. Have them 3-5 sentences and double-spaced.
• Have bullet points to call out something of value that you offer.

 

Next week, in part two, Matthew will talk about formatting resumes and how to keep moving through the hiring process. 

 

For help developing your story or to learn the inside tips of what hiring managers expect to see in an interview, go to my website and book a FREE 15-minute call!

 

www.gethiredinmedicalsales.com

 

You can also reach me at [email protected] or (317) 987-2800

 

You can reach out to Matthew via LinkedIn or at [email protected].

 

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