There’s nothing quite like a face-to-face interview. You’ve done the work to secure the meeting – your CV, LinkedIn profile, and reputation have opened the door. Now it’s time to step through it and win the role.
Whether you’re an experienced sales professional or just breaking into the field, the in-person interview is still the most powerful moment in the hiring process. Here’s how to make sure you walk in with confidence, leave with impact – and ideally, move one step closer to the offer.
First Impressions Start Before You Speak
Let’s get one thing clear: you can’t afford to be late. Punctuality is non-negotiable. Arrive 10 minutes early, no more, no less. Lateness is almost always seen as disinterest or disorganisation – and it’s rarely forgiven.
Dress the part. Sales is about presence, and your appearance matters. A navy blue suit is still the gold standard for both men and women. Second best? Charcoal grey. Clean shoes, tidy hair, fresh breath, and manicured nails – yes, the details count. You’re selling yourself first.
Body Language Speaks Louder Than Words
From the moment you walk in, you’re being assessed. Stand tall, smile warmly, and offer a firm, confident handshake. Sit upright with both feet on the floor and hands rested – not folded – on your lap or on the table.
Maintain good eye contact throughout, especially when being asked a question or making a key point. Remember to engage actively, nod when appropriate, and use natural gestures to reinforce your message. Be engaged, but never intense or overpowering.
Know Your CV Like You Know Your Product
You’re selling yourself, so know your value. Be fully prepared to talk through each role on your CV without hesitation. Focus on outcomes and achievements, not just responsibilities.
If you’ve been let go, left a role quickly, or had any career hiccups, be ready with an honest and professional explanation. Don’t speak poorly of past employers – ever. If something didn’t work out, frame it simply: “It wasn’t the right fit, and it became clear that moving on was best for everyone.”
Do Your Homework
Before the interview, study the company. Know their product, their market, their clients. Review the website, read recent news, check the leadership team and sales staff on LinkedIn. The goal is to walk in already informed, not guessing who they are or what they do.
If you know who you’ll be meeting, research them too. Look for common ground, mutual connections, or recent achievements. Personalisation matters in sales—and it matters here too.
Be Ready to Talk Strategy
Almost every interviewer will ask, “What would your first 30, 60, 90 days look like?” This isn’t the time to say, “I’ll get to know the business.” That’s expected. What they want to hear is action.
What would you do first? Where would you focus your attention? How would you start building a pipeline? Bring ideas. Show you’re not waiting for direction – you’re ready to make things happen.
Bring the Evidence
If you have them, bring the goods – brag file, sales awards, copies of commission statements or pay slips. These things carry weight. They demonstrate results. They show that you’re not just talk – you deliver.
Just make sure you present these professionally and at the right moment. Don’t dump them on the table at the start. Use them as supporting material, not a distraction.
Close the Interview Like a Pro
Sales is about closing – and your interview should be no different. At the end, ask what the next steps are. Express your interest clearly: “I’m really excited about this opportunity and would love to take the next step.” It’s not pushy – it’s confident.
If it’s a panel interview, remember to speak to everyone equally. Make eye contact with each person during your responses and acknowledge their questions directly. Even if one person leads the conversation, ensure all feel engaged.
After the Interview: Follow Up with Purpose
Once the meeting’s over, your work isn’t. Send a thank-you email that same day. Personalise it. Mention something specific that came up in the conversation. Reinforce your interest in the role.
Connect with each interviewer on LinkedIn. It’s professional, polite, and a subtle reminder of your proactivity and follow-through.
Final Thought
Great salespeople prepare for interviews like they prepare for pitches – with intent, insight, and impact. Treat your interview like a high-stakes client meeting, and you’ll stand out.
It’s not just about being the best on paper. It’s about showing up sharp, engaged, and ready to sell the most important product in your career—you.