Page 176 - John Kador - 301 Best Questions to Ask on Your Interview, Second Edition-McGraw-Hill (2010)

BID-FOR-ACTION QUESTIONS

? Memorably Good Question

#16
Bob, every year I’m going to be your number one guy. Every
year I’m going to beat quota. I’m your candidate. When can I
start?

When I’m interviewing a candidate for a sales position, I want
him to close me. If the candidate gives me a soft close or,
worse, no close at all, I get concerned. This is an example of
a hard close. I know I’m being closed here. The candidate is
speaking my language. His confidence is infectious.
Bob Conlin
Vice President of Marketing
Incentive Systems
Bedford, MA

12-1
I know I can drive the revenues and net the customers. What kinds of
processes are in place to help me work collaboratively?
Besides asking for the job, bid-for-action questions ask for an indica-
tion of how favorably the interviewer assesses you. One way to assess
a company’s interest is to see how hard the interviewer tries to sell
you on accepting the job when you ask these questions.

12-2
Are you ready to make me an offer now, or do I need to sell myself
some more?
What do you have to lose? If the job you are applying for has any
marketing or management quality at all, the interviewer will be

impressed by your confidence. Every great salesperson knows to “ask
for the order.” Here’s how to ask for the job in the fi nal interview.
Begin with a statement of your understanding of the opportunity:

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