Membership Overview
Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
NASP Programs
Catalog
See a summary of all our programs and certifications
Online Certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Online Programs
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
ProSeries Programs
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Sales Mastery
Join our ongoing dynamic virtual coaching community
Career Center
Explore job postings from some of the best companies in the country looking for sales professionals
Training Resources
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Coaches Corner
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
Sales Resources
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
Articles
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Testimonials
Common Questions and Answers
Contact
by Bruce Hurwitz
Know the story?
Once upon a time there was an old beggar who went from village to village looking for a hot meal. After failure after failure, he looked down on the ground and saw a rock. He got an idea. He picked it up, took it to a stream, cleaned it, and placed it in his pocket. He then proceeded to the nearest house and knocked on the kitchen door.
When the cook opened the door she barked at him, “What do you want?!”
“Could I please have some water,” he asked meekly, “so that I can make some rock soup?”
“Rock soup?” asked the cook. “What’s that?”
“I’ll show you. All I need is a pot and some water.”
Curious, she obliged and filled a small pot with water and put it on the stove. The beggar then removed the rock from his pocket and placed it in the pot.
When the water started to boil he asked for a spoon and took a sip. “It could use a little salt,” he said, and the cook gladly obliged. “Better, but maybe some pepper?”
Contemplating his meal he said, “A small piece of carrot and I think we’ve got it!”
Well the carrot led to a potato, which led to an onion, which led to some meat… which resulted in his rock soup turning into a nice stew.
And that’s how you conduct a successful job interview. Begin with the rock — your top credential. Place in the bowl, so to speak, your number one accomplishment which speaks to the job for which you are being interviewed. Now they’re curious. You have their attention. Build from there. As the conversation continues listen carefully. It should not be too difficult to figure out what your interviewers want to hear or, if you will, what the meat is you need to add to the bowl in order to turn your rock soup into a stew of a job offer.
About the author