ABSC: Always Be Soft Closing

In an interview that is!  In sales, an efficient hiring manager will use an interview as a test-run to tap into each candidate’s closing ability. As a prepared interviewee, you would take this into account- right?  Your ability to close and win an interview directly correlates to your effectiveness when closing deals.  Which is the whole point of a sales position- right?! You better believe it! A wise leader once told me, if a candidate does not ask for the job at the end of the interview, they will not hire them. Period.  But why wait until the end of the interview to show off your tenacious nature?  Always Be Soft Closing.  When interviewing, you need to treat each conversation as you would a precious sale. In some ways, interviews are a peculiar 60-minute measurement that tests your ability to be the #badass sales person that you are. To make the most of your first impression, a candidate needs to pursue their interviewer and continuously soft close throughout the interview. Assume you will make it to the next step!  Assume you will be shaking hands with the CEO for that final panel interview you’ve been anxiously prepping for.  And no assuming quietly to yourself is not enough- BE VOCAL.  For example:

  • “Does that answer your question because I want to be clear on why I am qualified for this position..”

  • “What haven’t I covered yet that is important to you in understanding why I will be successful in this role?”

  • “How do my answers measure up to the values of the most successful sales person here?”

Always Be Soft Closing.  Asking questions to CONFIRM that your interviewer understands the value you bring, through what you just said; allows you to confirm that the key ‘benefits’ that you bring to the table, as a hire, are understood by your interviewer.  That’s never enough though, is it? In sales, it’s common practice to translate ‘benefits’ of your service or product to satisfy the ‘needs’ of your client.  Moreover, these benefits will inflict change for the better.  It is the same with interviewing!  You need to translate each and every answer to explain HOW each point is relevant to the position you are interviewing for.  (This is where having a comprehensive understanding of the position is extremely important).  For example:

  • “I am X which will help me be successful in this role because X.”

  • “I have done X, which will help me do X in the future here.”

  • “I will do X in this position because I am X.”

Always Be Soft Closing.  It is hard not to reference your past when talking about your qualifications for a job.  But as much as possible, you should be directing your answers to describe the HOW behind what you will do at position X.  Make sure the person interviewing you knows that you are already planning how you will successfully execute this role. It’s the end of the interview, you did an excellent job sharing what you bring to the table and HOW these attributes will translate to success at position X.  So now close that baby- ask for the job!

  • “I am very much looking forward to our next conversation,  what days should I keep open for our next interview?”

  • “How did I perform on this interview?”

  • “Are there any concerns you have that would keep me from moving forward in this interview process?”

  • “Is there any feedback that you have for me that would benefit me for my next interview?”

Always get feedback on your interview before it is over!  Always soft close throughout your interview.  And most importantly, ask for the job and show your interviewer that you mean business when it comes to being a #badass closer.  


Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.