subject: The Answers That Successful Salespeople Give At Job Interviews [print this page] To be able to identify any prospective flourishing sales people at a job interview is an essential skill of any sales manager. This is a vital area for discussion on sales management courses. Here are series of characteristic questions and the possible answers from both typical and top sales people.
Job interview: the answers successful salespeople give to test questions
Telephone acquisition "What do you think of telephoning a potential client out of the blue in order to gain a new client?"
Reaction of an average salesperson:
Refuses to make calls out of the blue. Speaks about "hawkers" or "currying favour". Sees it as a pure waste of time. Immediately asks if that can be done by telephonists.
Reactions of top salespeople:
Asks about success rates. Asks about appropriate experiences or organisational aids. Is prepared to give it a go.
Competitive pressure "You have discovered that one of your main rivals has approached your regular customers offering particularly cheap prices, what is your reaction?"
Reaction of an average salesperson:
Thinks the competitor's behaviour is unfair. Would want to counter-attack with even lower prices. Places faith in their "good contact" with the client.
Reactions of top salespeople:
Sees the behaviour of their competitors as a personal challenge. Compares every aspect of the competitor's offer with their own. Strengthens their own sales stratagem with the recognized compensation and shortcomings and fights to secure the order.
Client demands "What do you think of clients who make their order dependent on you making a presentation to a decision-maker within their company?"
Reaction of an average salesperson:
Sees this as an unjustified use of their time. Is immediately pessimistic about the chances of success. Would rather avoid doing this and prefers to press the client for a clear answer. Does not interpret this situation as a personal challenge. Sees it rather as a potentially dangerous situation which could lead to failure.
Reactions of top salespeople:
First asks the client several clear qualifying questions in order to assess the amount of time to be invested and the possible return. Tests the seriousness of the client's wish by asking the client to help them do so. Determines ahead of time what decision-making criteria the customer regards as most important. Sees a challenge in the client's positive answers about the presentation.
Overcoming failure "How would you react (what would you think, feel and how would you act) if you had not received a single order by midday?"
Reaction of an average salesperson:
Would be depressed. Would have doubts in himself (or in his offer) Would alter their sales strategy in the afternoon and switch to asking, pressing, etc.
Reactions of top salespeople:
Know their own success rate and stick to their sales strategy. Carries on undeterred and recognizes (due to their self-assurance and achievement record) that they will be triumphant sooner or later. When face to face with above all complicated failures, their response is to act insolently.
Complaints "What would you do if a client complained about the poor quality of your last delivery?"
Reaction of an average salesperson:
Makes the client a promise (at the company's expense) in order to quickly conclude the conversation. Decides to visit this client less often in the future and only offer them the tried and tested standard products. Is unable to see this circumstance as an opportunity to ensure the client is truly contented and in doing so misses the chance to improve the relationship. Instead, they see it as a threat to their self-confidence and work.
Reactions of top salespeople:
Shows understanding for the client's position and promises them that they will look into the matter. Gives the customer the chance to explain how they would like the grievance to be dealt with agreeably. Is prepared to commit himself to the client's full satisfaction (if the criticism is correct). Makes every effort to keep the client. Reacts in a professional, business-like manner both to the client and the office sales force.
Applying these questions at the interview stage and gauging the answers can help to identify successful sales people and avoid the costly mistakes of recruiting under performers. The successful conducting of any recruitment meeting is an essential ability of a manager and this theme is taught on all good management courses.
