FINAL INTERVIEW
I.E. determining whether your prospect is qualified and should be part of YOUR team!
DAY 10 / FINAL INTERVIEW
Discuss Assignment 4 and answer any questions.
Read through their essay, underlining things that impress you/stand out and get them to talk about them and how they think they would help them selling books etc.
Collect the Parent Support Letter (Electronic)
If essays are good and the parents support letter, then say:
“Well (NAME), reading your essays I’m impressed by what you’ve done with (choose what impressed you the most) and think that it would help you during the summer. A couple of reasons why I think you would do well is........(tailor to individual). I’d like to offer you a place on the team, but first there are 3 things I need to be able to count on you to do. If I did offer you a place on the team, I need to be able to count on you to prepare well for the summer by meeting with me and going to meetings as much as possible, and to study hard in sales school because I’m going to have one of the top teams in Europe and am only looking for team members who want to do well. Can I count on you to do that? If I did offer you a place on the team, I would also need to be able to count on you to be in Nashville for sales school with me. Can I count on you to do that? If I did offer you a place on the team, most importantly I would need to be able to count on you to be in Nashville with me for checkout at the end of the summer and commit to the whole summer. Can I count on you to do that? Excellent, welcome to the team, we are going to have a great summer.”
Be nice and friendly however let people work for their place.
Get to know them and what they have done in the past / are proud of / what they want to achieve in life. Make it your job to help fulfill those things.
Wrap Up
• Check on the progress of their GEC J-1 Visa Application
• Set up a time for their first PC us.
THINGS YOU CAN GAIN FROM SOUTHWESTERN EVEN IF YOU DO NOT MAKE A SALE
Read through each and every point listed below:
- A new experience - Meeting new people - Travelling and working in the USA - Maturity - An accurate experience of the real world - Improved communication skills - The chance to make a first impression 2,000-3,000 times - 2,000+ presentations under your belt - Find out what it’s like to work hard - Connections with successful people across the world - Interact with people from all walks of life - Win awards such as: Gold Award, Buffalo Award, Expect to Win - Improved C.V. - Learn more about your strengths and your weaknesses. - Don’t wonder “what if?” - Have the feeling of independence and doing something yourself - Free training from one of the top sales programs in the world Business knowledge - A new challenge - get out of your comfort zone - Network with some of the top students at your university - Impact families in a positive way - How to be on schedule - Time management skills - Organization skills - Attitude management - Social skills - Problem-solving skills - Success principles - Self-discipline - Responsibility - The value of persistence and following through on a commitment
FEAR TOOL BOX
to help cover fear during your Interviews #1, #2 or #3
Day to Day: Know vs Unknown:
We try to find the easiest way to do things—The path of least resistance, most efficient, most ‘practical,’ way to do things—our ‘KNOWN,’ (Comfort Zone).
So I’d say 90% of the time we tend to pick the KNOWN, almost by impulse.
Once in a blue moon we come across an UNKOWN, that’s just appealing enough that we actually consider it—BUT this is how we ‘Consider’ Unknowns: What’s the WORST that can happen? THEN, our minds being awesome, we come up with the WORST things that can possibly happen: What about this, that, What if this and that happen? and that? (haha) so we have list of the Worse possible outcomes, and then ***We add them up, so we get a SUM of the WORSE thing that can possibly happen and compare that to the EASIEST most COMFORTABLE option—-WHAT DO WE PICK? The Known:(
So we go for the Known, our Comfort Zone.
We don’t think about it much but, FEAR is such a MASSIVE part of our lives. It a ects how we live our lives—Good and Bad. Some fears keep you alive: don’t jump in front of a car, etc. The Biggest fears affect our Life decisions.
3 Main Types of FEAR: UNKNOWN, FAILURE, MISSING OUT.
FEAR FACTS/THOUGHTS
Cover the following points if needed
Fear keeps you in your comfort Zone. The Bigger the Fear, the Bigger the Growth (butterfly analogy). Action Cures Fear. Fear given time, ONLY grows (procrastination). Its never convenient to face fear—there’s never comfortable times to be UNconfortable Fear is the Price you Pay for what you REALLY want in Life. Fear makes you assume the WORST, but behind the Fear, is only the Best. (Can you think of a time you regretted facing a fear growing up? Probably not many.) Fear is like a master deceiver, it tries to deceive you because its hiding some really GOOD. (confidence, belief in self, potential, capabilities) Every Fear you face builds your CONFIDENCE (Confidence comes from facing fears). Every Fear you face preps you to face BIGGER fears, it increases your Fear Intolerance. Successful people CHOOSE to face fear, Average people LET fear decide for them. So ______, everyone I work with, 2nd, 3rd, 6th summer students, have Butterflies about the Summer, That’s why do it. What are some of your butterflies about the summer Because it is totally normal and why do you want to deal with that NOW.
QUESTIONS TO BRING THEM TO A DECISION
Each set of questions is intended to help you drill down to get real answers. If an interviewee gives a meaningful, real answer after 1-2 questions, then move on to the next set of questions.
Questions to determine desire
“How does this sound to you so far?” “What appeals to you most”...follow up questions like... “What specifically do you mean by personal growth?” “How do you see this impacting you/benefits 10 or 15 years from now?” “Why do you feel this would be your best opportunity for this summer?” Questions to determine ability “What gives you confidence that you could do well in this program?” “Tell me about your ... work ethic/self-motivation/independence...” “What are some examples of challenging things you’ve done in the past and how did you handle them?”
Questions to address objections
“How would you convince your parents this is something you could handle?” “How would you deal with it if your parents weren’t supportive or didn’t understand why you wanted to do this?” “If you are selected for the team, is there anything that could get in the way of you actually following through?”
Questions to establish commitment
“If you are selected for the program, is this what you want to do with your summer?” “Why should we interview you?” If there is hesitation/waffling: “I sense a little hesitation...tell me about that.” “...What scares you about this? How would you work through that fear? What would the bene t be to your future? OR “I only want to interview students where this is their #1 choice; I’ll give you some time to weigh your options and when I come back to you, if you feel this is where you’d learn and grow the most, then be prepared to explain why you should get an interview”
