Successful interview = Sales call

According to Susan Britton Whitcomb in an article at, there are four stages to a successful interview. This model can be summed up with the four Cs:

  • Connect
  • Clarify
  • Collaborate
  • Close

Connecting with your interviewer is essential if you’re going to effectively communicate  your message. Clarify the details to make sure you’re on topic with your pitch. Collaborate with your interviewer to demonstrate your ability to interact and work with the team.

I’ve sped through the first three because I really want to get to my favourite C: Close. This reminds us that a job interview is a sales call. All the things that matter to a sales call matter here too. Deliver the best customer service you’re capable of delivering. Listen so you’re interviewer knows s/he/they come first. But always go for the close.

  • When will you be making a decision?
  • When can I expect to hear from you?
  • What do you need to see in a candidate to know you’ve found the right match?

These are all polite ways to lead to the conclusion you want. Leave no question in the interviewer’s mind that you are the best candidate for the job. Overcome every objection and secure the deal. If you think like a sales person you are more likely to clinch an offer every time.

Successful interview = Sales call

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