The Most Important Question Asked During An Interview
Interview always vary in length, style, and substance. Some managers (Like ones who work for Boston Scientific) will read from a pre-written list. So will not- so -savvy Regional Managers. Others will give you 45 minutes to assess whether or not you are a fit. And some will engage in a casual conversation to either get to know you or to distract you from the message you are trying on convey. In all cases, the implicit or explicit question they are asking is…
“Why should we hire you?”
Whether or not that is directly asked, it is always best to have an answer ready. And remember, you are interviewing for a medical sales job. Medical managers are looking for a candidate who will do the following:
a.) Bring revenue and profits into the territory
b.) Open up new business
- c) Be able to ramp up quickly
d.) Fit in with the company culture
As I prepare candidates for an interview, I will ask them to give me three reasons why my client should hire them, and here’s the typical answer:
1.) ” I’m a very hard worker”
2.) ” I’m successful at everything I do”
3.) “I am very passionate and I won’t quit”
and you can substitute in the following statement for any of the above three:
“I’m a people person. I love people” (The LAST thing a medical manager wants to hear)
When you are preparing for an interview, list four reasons why that manager should hire you.
Here are some examples:
“I can make you money and generate revenue for the company.” In my previous position, I generated x number of dollars in new revenues, and in my previous position, I generated x number of dollars, etc. If you are looking for someone who can make this company money, I am your guy/gal.”
“I can bring you new business.” At my last job, I opened over 150 new accounts, 60 of them were total hospital conversions. In my previous position, I landed six new hospitals and eight Key Opinion Leaders. If you are looking for someone who can bring you new business, I am your guy/gal.”
I can solve problems for you. At my previous position, we had a situation where a hospital had this particular issue and I was able to rectify the situation by doing…” Here’s another example, etc, etc, etc. So if you are looking for someone who has a history of solving problems, I’m your guy/gal. By the way, what is the biggest problem I can solve for you?”
“Finally, Mr / Ms. Manager- I have had tremendous success in my career as a medical sales rep but I’m smart enough to realize that I do not know everything. Therefore you are getting the best of both worlds- a successful rep whom you can train your own way.’
These reasons are why a manager would want to hire you- not because you love people or work hard. They hire you because they like you and that you can bring them value.
Now if they flat out ask you why they should hire you, be prepared to give them your answer. If they ask you what are your biggest strengths, give them your answer. If they don’t- right in the middle of the interview you can calmly lean forward in your chair and say, “Bill / Mary- based on what you are have told me about the position, let me tell you why I am the right fit for you.”
And then give them your bullet points.
Make sure you memorize your assets. And role play with someone. And then go in there and nail that interview!