FIRST INTERVIEW - You are selling, they are buying...

• Deals mainly with facts about ability to do the job.
• Why person is leaving current job and history of territory.
• Does employment history withstand scrutiny.
• Determination of strengths and weaknesses.
• Do as much "homework" and research on the opportunity and market as you can prior to the interview.
• CLOSE ! Ask for the next step in the process. Try to get the interviewer to raise some possible concerns/objections to your candidacy.

SECOND INTERVIEW - Probe

• Deals with facts, judgement, emotional maturity, and manageability.
• Stress self-esteem, business comprehension, team player, organization skills, time management, ability, energy, stamina, how you handle failure and rejection, and how you stay motivated.
• Ask intelligent, pertinent questions.
• Do more homework/research between interviews.  Try to speak to a few customers, Hospitals and/or Physicians, if you can.  Don't just research on the internet!
• CLOSE ! Ask for the job! Again, try to get the interviewer to raise some possible concerns/objections to your candidacy

THIRD INTERVIEW

• Re-probe areas, tie up loose ends.
• Talk about compensation and career path.
• CLOSE ! Ask for the job!  Again, try to get the interviewer to raise some possible concerns/objections to your candidacy.

AFTER EACH INTERVIEW

Last and equally important, call your recruiter immediately after the interview and communicate what transpired.  It is important to "beat the interviewer" back to the recruiter to demonstrate strong follow-up skills and high level of interest and enthusiasm!