First interview, new career

Submitted by Michael Nikolic
in
Career Management

 Greetings-

I am new to MT and the real job market.

I was a professional pilot for 14 years, before I was laid off in May, and have no practical work experience (flying airplanes does not transfer to working with spreadsheets or program development).

I finally received an invitation to interview next week and have some questions. I appreciate any guidance in this regard.

The position is in sales, for a company that sells health insurance plans to small businesses. I know about sales and insurance what a dog knows about a clock.

What questions might I ask, to appear as if I actually, you know, have a clue? Is there any literature, i.e. books, magazines that might facilitate my education?

Thank you kindly, in advance.

Submitted by Ken Williams on Wednesday December 23rd, 2009 1:27 pm

 Hi - I spent the first six years after school in public service.  I worked for a State government in a State Capital.  When the time came to move to private industry (that was according to plan: I wanted to spend some time in public service, but not me entire career there), I found there was nothing lower on the job market than "a state worker who wants to move to private industry."  Nobody took me seriously - nobody thought my experience was credible or relevant.
 
So I took the one job I was offered: sales.  On straight commission.  And I was successful enough that I spend the next five years on straight commission; I got married, we had two children, and we bought our first house.
 
So in a way, I've been where you are now.
 
There are literally hundreds of books, publications and recordings available to you.  Get 'em all.  Start at the library and online, so you're not shelling out money for everything.  I suggest what you're looking for is someone who's style you like (both their selling style and their teaching style) - somebody who says things the way you can see yourself saying them.
 
The newest message isn't necessarily the best - I still refer to some of the learning I got from recordings made by J. Douglas Edwards in the 1950's.
Depending on the type of sales and the industry you're looking at, you'll probably find some more specialized trainers and other resources.  Gobble them up too.  Companies that based their growth on sales - and insurance companies are big at this - generally invest hugely in training their people.  Take full advantage.
 
Finally, look - you're not going to become deeply knowledgeable about selling in time for your interview next week.  Don't mess yourself up by trying to learn stuff from books.  As long as you can confidently and clearly express ideas, tell stories about your accomplishments, and show evidence that you can learn, you'll probably be bringing 90% of what they're looking for to the interview.
 
 
Good luck!