Sales Representative Interview Preparation Guide

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Should have done a thorough job of research or your industry and company.

Should be enthusiastic about setting goals.

See if they understand how to sell "solutions" as opposed to "products" or "services".

Should be comfortable with a large share of compensation at risk (at least 50 per cent).

Should have had concrete goals with metrics.

Keep asking for more and more detail to get insight into work ethic.

If they give a positive one, ask for a negative one. e.g. a time they failed and what they learned.

Asking for referrals from current customers should be a large part of the answer.

► Average number of contacts should be 12.
► Ask for the different types of contacts they make to qualified prospects.

Look for logical steps including building a relationship and asking about the prospect's needs as the first two steps.

Give examples.

Should be able to describe three different closing techniques.

They describe selling on value, not on price.

Not everyone can handle sales. You need to have the right attitude and abilities. At your job interview, the interviewer will be looking for your sales skills, and the aspects of the process that help close deals. An example of a good answer includes "The ability to recognize both verbal and non-verbal cues to adapt the sales strategies you implement to impress the prospective buyer.

Any time you are asked to provide a negative trait about the position you are applying for, you should tread carefully. An example of an answer that effectively resolves the question is, "Walking away from a sale when I know the prospect could benefit from our solution." This answer shows you know that there are times where you need to walk away and show that you understand that sales is about solutions.

Common sales interview questions and answers revolve around how you view the skills involved in a specific sales technique or aspect of the sales process. For example, "What do you see are the key skills in closing a sale?" Answers to these types of questions should always focus on responding to the buyer's concerns and on how the product or service will benefit the recipient.

Any interview questions about your discomfort in sales should always be responded to with a "no" without any elaboration. If you are uncomfortable, reevaluate whether the position is right for you.

Rejections are common within sales jobs, and one of the primary reasons that most personalities could not handle sales roles. Try to downplay how hard you take rejections, but feel free and be honest about a technique you use to handle rejection or answer with something like, "I simply move on to the next prospect, because a rejection is simply a sign that the individual was not yet ready for our solution."

► Sell me this pen?
► How do you handle objections?
► How do you handle rejection?
► What do you consider the most important skills in sales?
► What do you dislike about sales?
► Is there any aspect of the sales process that you are particularly uncomfortable with?
► How comfortable are you making phone calls?
► Is there anyone you struggle to sell to?

► What are some examples of your sales experience?
► Describe the most difficult sales call you have made?
► Describe what your sales cycle was like in your last job?
► How often did you achieve your sales objectives?
► Describe a time that you had to change your sales approach.
► How do you handle the negotiation phase?
► When do you decide that it is time to let a potential client go?

I have always met or exceeded my professional sales goals, and most often my personal ones too, especially in the last few years. I think with experience, I have learned to set my personal goals at an attainable level, very high, but not unreachable.

I prefer a longer sales cycle, because the pace can be adjusted depending on the individual client you are dealing with. Some clients like to have a lot of information about a product right up front, are knowledgeable, and have a lot of technical questions. Others are more interested in the personal benefits of a product, and with a longer cycle, I have the time to spend letting them know about the features that make this the right product for them.

► Do not attempt to close until the buyer is ready.
► When you propose a close, be silent until the buyer responds.
► After the sale is made, quit selling.

My most successful sale was one where I had taken over a customer from another salesperson who had to leave suddenly. I immediately contacted the person, and let them know the situation. I knew that my colleague was having a difficult time getting the client to commit to the purchase of a large motor home. Part of it was circumstantial, but when I was given the opportunity to take over the sale, I was able to give the customer some reflection time, and was ultimately able to close the sale.

► I expect to remain in sales throughout my career, moving from direct sales, and eventually into a management role.
► I am interested in all aspects of the retail market, and see myself in the long term spending some time working in a variety of roles.