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Sales Interview Questions

The document outlines a series of interview questions aimed at assessing candidates for sales positions, focusing on their ability to understand customer needs, handle objections, and maintain relationships. It emphasizes the importance of self-starters who can articulate value, demonstrate creativity, and possess a strong motivation for sales. Additionally, it highlights the significance of collaboration, adaptability, and alignment of personal values with company culture.

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Tayanjana Madinga

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0% found this document useful (0 votes)

21 views

Sales Interview Questions

Uploaded by

Tayanjana Madinga

We take content rights seriously. If you suspect this is your content, claim it here.

Available Formats

Download as DOCX, PDF, TXT or read online on Scribd

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How do you keep up to date on your target market?

Even if the target market of their last job is totally different from the one they’re
interviewing for, this will show their ability to find and keep up with relevant
trade publications and blogs.

Explain something to me SWOT analysis.

While this technically isn’t a question, it’s important to assess whether the
candidate can effectively walk someone through a concept or process.

In your last position did you experience the theory that states that its cheap to
maintain customer relationships than to hunt for new customers. And why is
that the case?

Certain companies and roles call for people who are better at farming or
hunting, but look out for a person who performs one of these tasks to the
exclusion of the other. Both are vital to sales.

What are your favorite questions to ask customers?

Good salespeople spend more time asking questions than pitching. Look out for
open-ended questions that will help a rep thoroughly understand a prospect’s
needs.

What’s your approach to handling customer objections?

Preparing to deal with objections -- instead of winging it -- is critical. Listen for

evidence of a process.

What role does social media play in this post?

Social selling is becoming more important in all industries. If the candidate has
not used social channels to research prospects or look for leads in the past,
make sure they have a willingness to learn.

If you were hired for this position, what would you do in your first month?
The answer to this question doesn’t have to blow you away. However, the
candidate should have some sort of action plan to get started. No matter how
much training you provide, it’s still smart to hire a self-starter when you can.

What do you think our company could do better?

This sales interview question serves two purposes: It shows how much research
the candidate did before meeting with you, and it demonstrates their creative
thinking and entrepreneurial capabilities.

How does/did [your company name] create value to the customer?

This is another question that shows how much research your candidate has
done on the company. If they can't even slightly articulate the benefits of your
product/service, it might mean you need to move on.

What's something you've taught yourself lately?

You want to hire salespeople who are hungry for new skills and better selling
strategies. This question helps you find those people.

It also gives you a further sense of their sales training and instincts.

Situational Sales Interview Questions

How do you keep a smile on your face during a hard day?

Appraise the person’s attitude towards rejection. Do they need time to shake off
an unpleasant conversation? Or do they bounce back immediately?

How would you exceed expectations in this role?

Want to build a team of rockstars? Hire people who are thinking about going
above and beyond for your company before they've even been hired. This
question is less about getting a certain answer and more about seeing how/if a
candidate thinks outside their specific job duties.

If you started a company tomorrow, what would it be?

Many salespeople get into the profession because they're aspiring
entrepreneurs. By asking candidates about a fictional company, you'll learn
more about their future goals and motivators. You'll also get a taste of how they
pitch business ideas.

What's the best way to establish a relationship with a prospect?

Get insight into how they approach and maintain prospect relationships. If their
answer is that they mainly communicate over email or via the occasional
voicemail, that might be a red flag. If they tell you they collect lead intelligence
and build strong rapport over the phone, that's a good sign.

Sell me something.
Anything. It could be the classic "Sell me this pen" or "Sell me what you had for
lunch today." Letting them choose what they sell turns a tired question into a
glimpse of how well your candidate thinks on the spot.

Tell me about an objection you had trouble overcoming. How did you finally
move the deal forward?

Every salesperson has at least one objection that plagues them. The answer to
this question will tell you a lot about how your candidate solves problems and
thinks strategically.

Teach me something.

Selling is about more than just listing the benefits and features of a product or
service. This question allows your candidate to show how well they can share
knowledge and walk you through a new concept.

What’s worse: Not hitting your sets targets or not having happy customers?

Depending on your company’s goals, either answer could be the right one. But
beware of reps who will prioritize quota over truly giving customers what they
need -- or withholding what they don’t.

What motivates you?

Money, achievement, helping customers, being #1 -- there are a lot of potential
answers to this question. What makes a good answer versus a bad one will hinge
on your company culture. For instance, if teamwork is an important aspect of
your sales team, a candidate who is driven by internal competition might not be
a great fit.

What is your ultimate career aspiration?

Lack of growth opportunities was one of the top three reasons that would cause
a salesperson to look for a new job, according to a survey from Glassdoor. If the
candidate expresses a desire to pursue a career move your company can’t
provide, you might be interviewing again sooner than you’d like.

What made you want to get into sales?

Commission, while perhaps part of the motivation, is not a great response to
this question.

What’s your take on collaboration within a sales team?

Collaboration might be less important at some organizations than others, but

candidates who aren’t willing to collaborate at all likely won’t make pleasant
coworkers. Their uncooperative attitude will also block knowledge sharing.

How would you describe the culture at your last company?

This tells you a lot about what the candidate values, how they worked with
others, and what kind of leadership they thrive under. If they complain about
long hours or rigid goals and your company thrives off the energy created by late
nights and challenging numbers, it's probably not the right fit.

What core values should every salesperson possess?

To learn where their moral compass lies, look for answers like "Putting the needs
of the prospect first," "Patience," and "Humility." You want candidate values to
align with company values to ensure a good fit.

What accomplishments in your life are the most important to you?

This might seem like a huge ask, but the answer illustrates your candidate's
values and motivations. If the candidate tells a story of overcoming great odds
to achieve a specific goal, that signals a driven and highly motivated person. If a
candidate's most valuable accomplishment is finishing all seven seasons of The
West Wing, you should probably move on.

What was the size of your team at your last company?

 Describe a time when a sales process was changed. Why did it change? What
was the result?
 Describe your product to me. What are the benefits? Who are your customers?
 Why do customers buy your product? What are the alternatives?
 What kinds of questions do you ask your customer to find out what they need?

What Are Your Strengths and Weaknesses?

Bring up strengths that are important for telemarketing, such being a good
listener, understanding customer needs, relating to customers and being a
persuasive speaker.

When you point out a weakness, always follow up with how you’ve worked to
overcome it, especially in a job setting.

What Motivates You?

 I really enjoy educating people on products that could help them or make their
lives more enjoyable. I like to keep in mind that they would never know about
these products if I didn’t make that call.

 I feel a lot of pride when I complete a sale and provide a great service to a new
customer.
 I am very competitive and enjoy achieving and surpassing sales goals.
 I love the teamwork environment of working in a call center.

How Do You Handle Negative Customer Reactions?

 It’s inevitable that you’ll encounter angry customers who resent
telemarketing calls. Explain your philosophy of handling such calls, and if
you can, provide a specific instance that you handled well. For example:
 I know customers are not always in the mood to receive a call. I find that
apologizing often calms customers down. I always try to set up a callback
time, because I don’t want the customer to miss out on the valuable
product or service I am offering them.