Sales Interview Techniques

Hi Gavin

I am going for a new sales role but I haven’t been interviewed for some time. Can you give me any advice or tips that will set me ahead of the rest?

By the way I have been on one of your courses. Thanking you in advance.

Thanks for the note. It’s good that you’re putting thought into how you approach your interview and using the resources and contacts that you have to prepare fully. Many salespeople don’t do this, thinking instead that they can “blag it”.

They usually fall flat on their faces!

With the intention of giving you the best possible answer I have included a few of my own thoughts but thought it would be useful to gain the insight of an expert in this area so I asked my good friend Justin Byrne what his thoughts are. Justin is the managing director of Certus Sales, a specialist sales recruitment company. Here’s what he had to say… with my bits in italics.

Key points to consider for your interview are as follows…

Do your research.

Not just the about us page on their website! Understand who their clients are and who they compete against. Try to gain an understanding of why their clients buy from them. If appropriate put in a call to the sales team and ask them why you should use them as opposed to a competitor.

Like selling, the more research that you do the better. Doing your research before your interview demonstrates to your prospective employer not only that you want to work for them but also gives them an insight into your approach to sales meetings.

Identify the key skills you think they will need.

And then identify where you have used these skills in the past and the results that you achieved.

Take evidence of your results with you.

This can include league tables from previous employers, references, P60′s or payslips.

I can’t tell you how many salespeople I interviewed over the years who made exaggerated claims about their sales figures and then failed to produce any evidence! This is great advice from Justin.

Know your figures.

You would be amazed how many good sales people are stumped when they are asked the basics ie. What were your targets? What did you achieve against target? What was your average order value / client spend? Etc.

I totally agree. It’s shocking how many salespeople fall down here. As an interviewer it makes you feel that they are being economical with the truth and creates a sense of distrust. Clearly not something that you want in a sales interview!

Prepare some questions.

Good ones include: What are they key challenges of this role? What has made people successful in this role in the past? What are the company’s goals over the next year? 5 years? What is the best thing about working for your company? What is the worst thing about working for this company?

A great opportunity to sell yourself and to demonstrate your sales skills by asking some great questions.

Close Close Close.

Any sales manager or sales director worth their salt will expect a candidate to close. If you’re given an objection, overcome it and close again. Whilst the objection may be real, they are often given simply to test your resilience! If you don’t close you halve your chances, regardless of the level of the position.

Finally, don’t forget to make an impact from the moment you arrive. Look the part and be confident without being arrogant.

Best of luck!

Thanks Justin. Some great tips and strategies.

Why not share your top interview tips and strategies by commenting below…

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