31. What technique have you found most successful in handling objections
When answering this sales question acknowledge that objections happen frequently during the sales process but that you view them as a positive rather than a bad thing. An objection is a request for more information from the customer and gathering and giving information is one of the key steps to making the sale.
Highlight how you view an objection as an opportunity to engage in conversation about something the customer is interested in. Then focus on an effective strategy that you use to work through the objection. This could include the following key steps to handling an objection:
? listen to and acknowledge the concern
? ask questions to clarify and ensure you have got to the real objection
? empathize with the objection
? put forward a proposal to overcome the concern
? confirm that you have answered the concern
32. In the current sales environment, what is the process you go through to qualify prospects?
This question is designed to evaluate your ability to assess what is a solid prospect and not waste your efforts on poor prospects. In tough economic conditions sales people can waste precious resources chasing every lead that comes their way. Focus on the characteristics of a good prospect including the actual needs of the customer, the customer's budget and the real authority of the customer to make the buying decision.
Sales interview questions and answers about your knowledge and application of sales principles and practices will include:
33. What do you consider the key skills in closing?
Key points to keep in mind when answering this sales interview question are:
? recognizing buying signals both verbal and non verbal
? not attempting to close too early
? familiarity with different closing techniques such as the alternate choice method
? allowing the buyer the appropriate time and silence to respond to the close
? to stop selling once the sale is made
34. How do you know when to walk away from a sale?
Sooner or later it will happen that it is necessary to walk away from a customer. This sales question is asked to determine that you do not walk away from opportunities too quickly or for the wrong reasons. You should have a walk-away strategy that is based on valid and consistent reasons. These could include:
? when legal and ethical standards may be compromised such as taking or paying a bribe or compromising your moral or religious beliefs
? when time and resources do not allow you to provide the acceptable standard of quality or when you know you cannot deliver what is been asked. This can be viewed as an invitation to failure
? when the time, energy and resources required to keep the sale or customer are no longer a good investment and the business becomes unprofitable
? when the deal does not benefit both parties and is not a win-win situation, particularly when it is one-sided to your detriment
35. What is your favorite book about sales?
The interviewer is exploring your attitude to professional and personal development. It is always impressive when candidates are able to list the books they have read. Include time-honored sales books like How to Win Friends and Influence People by Dale Carnegie and SPIN Selling by Neil Rackham as well as some current sales books. Make sure you have read the books and be prepared to answer questions like "What was the most important thing you learned from reading that book?"
36. What do you like and dislike about the sales process?
This question is asked to explore the candidate's self-awareness and motivation. Know your strengths in the sales process as these will translate into what you like. Your "likes" and strengths should correspond to the main priorities of this sales position.
For example, if your strength is negotiating, describe how you enjoy this aspect of sales and your satisfaction at coming up with win-win solutions. Highlight how this has resulted in both satisfied customers and increased sales which is what this position is looking for.
When responding to the "dislikes" go carefully! The best approach is to choose a characteristic of your present or previous company such as its poor delivery on the sales you made or its lack of flexibility when it came to negotiating sales solutions. Answer in a positive manner as someone who is able to take these sort of problems in their stride and constructively improve on them. For example if the delivery of company products was slow and resulted in angry customers, discuss how you instituted a follow-up process that accelerated delivery.
37. What is your psychology of selling?
This is where you demonstrate your understanding of the entire structure of selling. Focus on your view of selling as a professional service directed at showing the customer how your product or service meets their needs and improves their lives.
Prepare a concise sales interview answer that highlights your knowledge of how to communicate and build rapport with a client, ask the right questions, identify and understanding the client's values, motives and needs, offer the appropriate solutions, handle objections and close the sale. Include adapting to different personality types and using persuasive communication skills.
38. What do you think are the most important skills in succeeding in sales?
Put a number on the skills so that you can structure your sales interview answer around this. For example, "I think the 3 most important sales skills are ...". Rather than referring to specific sales techniques focus on competencies and abilities that every successful salesperson needs, such as:
? the ability to adjust your approach to different people and situations
? the ability to ask the right questions and listen carefull
? the ability to deal with disappointment and rejection
? the ability to stay motivated with a high energy level
? the ability to plan and prepare
? the ability to influence and persuade
? the ability to negotiate and reach agreement
When answering this sales question acknowledge that objections happen frequently during the sales process but that you view them as a positive rather than a bad thing. An objection is a request for more information from the customer and gathering and giving information is one of the key steps to making the sale.
Highlight how you view an objection as an opportunity to engage in conversation about something the customer is interested in. Then focus on an effective strategy that you use to work through the objection. This could include the following key steps to handling an objection:
? listen to and acknowledge the concern
? ask questions to clarify and ensure you have got to the real objection
? empathize with the objection
? put forward a proposal to overcome the concern
? confirm that you have answered the concern
32. In the current sales environment, what is the process you go through to qualify prospects?
This question is designed to evaluate your ability to assess what is a solid prospect and not waste your efforts on poor prospects. In tough economic conditions sales people can waste precious resources chasing every lead that comes their way. Focus on the characteristics of a good prospect including the actual needs of the customer, the customer's budget and the real authority of the customer to make the buying decision.
Sales interview questions and answers about your knowledge and application of sales principles and practices will include:
33. What do you consider the key skills in closing?
Key points to keep in mind when answering this sales interview question are:
? recognizing buying signals both verbal and non verbal
? not attempting to close too early
? familiarity with different closing techniques such as the alternate choice method
? allowing the buyer the appropriate time and silence to respond to the close
? to stop selling once the sale is made
34. How do you know when to walk away from a sale?
Sooner or later it will happen that it is necessary to walk away from a customer. This sales question is asked to determine that you do not walk away from opportunities too quickly or for the wrong reasons. You should have a walk-away strategy that is based on valid and consistent reasons. These could include:
? when legal and ethical standards may be compromised such as taking or paying a bribe or compromising your moral or religious beliefs
? when time and resources do not allow you to provide the acceptable standard of quality or when you know you cannot deliver what is been asked. This can be viewed as an invitation to failure
? when the time, energy and resources required to keep the sale or customer are no longer a good investment and the business becomes unprofitable
? when the deal does not benefit both parties and is not a win-win situation, particularly when it is one-sided to your detriment
35. What is your favorite book about sales?
The interviewer is exploring your attitude to professional and personal development. It is always impressive when candidates are able to list the books they have read. Include time-honored sales books like How to Win Friends and Influence People by Dale Carnegie and SPIN Selling by Neil Rackham as well as some current sales books. Make sure you have read the books and be prepared to answer questions like "What was the most important thing you learned from reading that book?"
36. What do you like and dislike about the sales process?
This question is asked to explore the candidate's self-awareness and motivation. Know your strengths in the sales process as these will translate into what you like. Your "likes" and strengths should correspond to the main priorities of this sales position.
For example, if your strength is negotiating, describe how you enjoy this aspect of sales and your satisfaction at coming up with win-win solutions. Highlight how this has resulted in both satisfied customers and increased sales which is what this position is looking for.
When responding to the "dislikes" go carefully! The best approach is to choose a characteristic of your present or previous company such as its poor delivery on the sales you made or its lack of flexibility when it came to negotiating sales solutions. Answer in a positive manner as someone who is able to take these sort of problems in their stride and constructively improve on them. For example if the delivery of company products was slow and resulted in angry customers, discuss how you instituted a follow-up process that accelerated delivery.
37. What is your psychology of selling?
This is where you demonstrate your understanding of the entire structure of selling. Focus on your view of selling as a professional service directed at showing the customer how your product or service meets their needs and improves their lives.
Prepare a concise sales interview answer that highlights your knowledge of how to communicate and build rapport with a client, ask the right questions, identify and understanding the client's values, motives and needs, offer the appropriate solutions, handle objections and close the sale. Include adapting to different personality types and using persuasive communication skills.
38. What do you think are the most important skills in succeeding in sales?
Put a number on the skills so that you can structure your sales interview answer around this. For example, "I think the 3 most important sales skills are ...". Rather than referring to specific sales techniques focus on competencies and abilities that every successful salesperson needs, such as:
? the ability to adjust your approach to different people and situations
? the ability to ask the right questions and listen carefull
? the ability to deal with disappointment and rejection
? the ability to stay motivated with a high energy level
? the ability to plan and prepare
? the ability to influence and persuade
? the ability to negotiate and reach agreement
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