Interview Questions and Answers: Sales

Sales Interview Questions and Answers

Do you wish to make a career in Sales? Then get ready to answer some popular Sales Interview Questions that you can expect in your upcoming Sales interview.

1. How do you stay updated on the target market?

Possible answer:

To stay updated on the target market, I like to read blogs by experts, follow trends on social media, and listen to several sales podcasts.

This helps me understand various possible strategies, and how they can be used to connect with the target market.

2. In your last position, how did you balance maintaining current relationships with generating more leads?

Possible answer:

In sales, while it is important to generate new leads to enhance brand recognition, forming relationships is also key to the growth of the company.

Balancing the two can be a delicate task and is decided based on the cost-benefit impact on the company.

3. What is your method of handling customer objections?

Possible answer 1:

Acknowledging the objection and suggesting a workaround with the product can help the customer feel heard.

At the same time, it gives me the chance to explain another feature of the product.

Possible answer 2:

I feel that being considerate is a good way to handle any customer objections. In such cases, over-talking or dismissing the concern raised by the customer should be avoided.

One should take the objection as feedback for a clearer dialogue. One can even use the point of objection to elaborate on a specific benefit of the product.

4. What role does social media play in your selling process?

Possible answer:

Social media is a great platform as professional sites like LinkedIn allow me to better research the targets to identify their needs.

Twitter and Facebook are great for finding a common social ground to build a rapport.

5. What is the best way to research possible clients before a sales call?

Possible Answer:

Researching clients on social media platforms such as LinkedIn and Twitter can help identify their needs.

Competitor testimonials can also be a great learning as they can help identify what exactly worked for the customers with respect to the product or service.

6. What according to you is our (company’s) USP?

Possible answer:

The relationships that the Company has with long-standing clients are something I admire.

In sales particularly, it is important to have a good rapport with clients as not only does this encourage regular sales but it can also work as a reference for potential clients.

7. How long should you pursue a client?

Possible answer:

An important factor for successful sales is need. If the client has absolutely no need at the time for a product, constant perseverance may be taken as annoying.

Here, it is best to stop pursuing the client but be sure to check with them occasionally.

8. What is the difference between a short sale and long sale cycle?

A short sales cycle calls for quick action and an ability to close the deal quickly while a long sales cycle promotes extensive dialogue and the building of rapport before the sale is confirmed.

9. What would you consider to be your most significant sales deal, why?

Possible answer:

I had been dealing with a senior level manager in a company for my product and the sale was almost finalized, when he went on a sabbatical.

His replacement was someone quite different in personality and didn’t seem eager to continue the deal.

I had to modify my approach and reconnect with him in a way that he found suitable.

Although it took a while, I felt rewarded when I closed that deal as my perseverance paid off while cultivating two business relationships.

10. Share an example of a sales deal that failed. What was your key take-away?

Possible Answer 1:

In one instance, I was too focused on selling the attributes of the product rather than understanding the client’s requirements.

Instead of taking a step back and letting the client explain his need, I kept pushing the product.

I didn’t get the deal, and I realized that even though I may know how perfectly the product can be integrated in their business, it is important to respond to their questions and hear their requirements first.

Possible Answer 2:

I was working in a team and we were pursuing an important client. However, as everyone wanted to be the one to win them over, we often stepped on each other's shoes.

The client got irritated because he would receive calls from different team members saying the same thing without moving forward together.

I learnt that communication within the team is crucial to put a united front for the client and to avoid overloading the client with information.

Related: How to answer 'what is your greatest failure in life'?

11. Do you have a follow-up system with clients, if so, what?

Possible answer:

Yes. Regularly checking in with the clients after the sale via email or call is important to build a healthy relationship while supporting better customer service.

12. How do you cultivate a rapport with a prospect?

Possible answer:

I prefer to study the prospects before speaking to them. I generally look for common ground online on their social profile or company website. Finding a shared sport or business idol can help break the ice and bond easier with the client.

13. What excites you most/least about sales?

Possible Answer:

I love meeting new people and finding new ways to communicate with different people.

I also love being the go-to person. Sales is a great fit as it allows me to engage with clients and offer them solutions for business problems they may be facing.

My least favorite part is turning away from a client when they are interested due to stock problems. I also dislike leaving a potential client midway as I love closing the deal.

14. Tell me some of the core values every salesperson must have.

Possible answer:

There are many important qualities that a salesperson should possess.

• Listening skills
• Networking skills
• Ability to relate to customers from different backgrounds
• Adaptable to different situations
• Enthusiasm and perseverance

15. What are the top factors that you would attribute your success to in Sales?

Possible answer:

My perseverance and ability to adapt to difficult situations are my key strengths. The support of my team also helped me improve my overall sales pitch and tactics.

16. Explain to me what this company does as if I am a prospective customer?

Possible answer:

We are a leading player in the financial world. Our products benefit consumers by providing them with the required financial security without having to sacrifice much of their earnings.

We have been awarded 2 Premier national awards in recognition of your services.

17. Sell me something.

Possible answer:

Earlier during the interview, you mentioned that you have been facing an obstacle in your business process. I would like to take a moment to share how it can be resolved with this product. (Product details)

18. Sell me this pen

Possible answer

If I’m not mistaken, you are currently using the ABC pen. Are you satisfied with it?
…

I would recommend our QPR pen which is not only light-weight and writes seamlessly, but is also long-lasting and doesn’t leak, as you mentioned it is a problem you are facing with the pen you are using now.

You can also choose from our wide range of colors to make sure your pen matches your personality.

You can read all you need to know about answering sell me this pen here! 

Sales HR Interview Questions and Answers

1. How can you contribute to this role?

Possible Answer:

My experience in sales is an ideal fit for this company. I am confident that I can bring a fresh and unique style to the company. I am good at analyzing data and can help identify stronger potential targets to close more deals. Also, I see that you have been trying to branch out in the medical industry and 30% of my clients in my previous company were from the medical field. I am certainly eager to further my learnings.

Related: Why should I hire you?

2. What are your strengths as a salesperson?

Possible answer:

A salesperson needs to have multiple qualities. Some of my strengths as a salesperson would be:

• My ability to listen
• My ability to ask the right questions at the right time
• My social and interactive nature
• My ability to stay motivated at all times
• I am able to build a rapport with different people quite easily.

Related: What are your strengths and weaknesses?

3. How comfortable are you working in a team?

Possible answer:

I am a good team player as I believe that working in a team can help each individual member learn something from the other. Not only does it help the members to interact with each other and build a relationship, but it also helps them to grow on an independent level. All this can be done while accomplishing the common goal of the team.

Related: Difference between group and team?

4. What is your main motivation for sales?

Possible Answer:

I am goal-oriented, self-motivated, and money-motivated – all of this fits perfectly with my interest in sales. I love challenges and tailoring each sales pitch to connect with different clients is a major motivator.

Related: How to answer 'What motivates you'?

5. How important is money to you?

Possible answer:

Money is important for me as it can be a crucial source to accomplish a lot of my dreams. However, I also enjoy the challenges and dynamic nature of the sales industry which constantly allows me to meet people and converse with them. I love networking with people, learning new things, and exploring business opportunities.

6. How do you spend your free time?

Possible answer:

I enjoy reading autobiographies and fiction books. Currently, I am reading XYZ. I used to play football in college and now enjoy watching it with friends. I also like to socialize at the weekends.

Related: What are your hobbies?

7. Do you have any questions for us?

Possible answer:

1. How many people are there in the sales team currently?
2. How do you measure success in sales?
3. What is one thing you would like to see this role accomplish in the first six months?
4. What are some of the reasons why you love working here?
5. Where do you see the company in ten years?

Tips for answering sales interview questions

Keep these interview tips in mind before going for your sales interview.

1. Practice your answers

   Sales have a lot to do with confident communication. Practice common sales interview questions and answers in front of a mirror or with a family member to gain fluency and confidence.

2. Refresh sales basics

   As sales is a practical field, it can be easy to forget certain technical terms. However, before going for an interview be sure to read about relevant terms and trends in your field.

3. Give specific examples

   Whenever possible, strengthen your answer with an example. For instance, if you are asked about the important qualities of a salesperson, give an example of how a quality made you close the deal.

4. Do not discuss details of clients

   While giving examples is good, don’t discuss confidential details of your clients in an attempt to impress the interviewer. Be discreet and focus more on how you navigated a particular sale.

5. Be honest

   Building a rapport with an interviewer is easier if you are honest. Don’t say something if it isn’t true as it can reflect poorly if you are caught.