Henry Glickel
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Unlocking Insights: Gaining Sales Technique Intel During Interviews

The ability to understand and adapt one's sales technique can be the difference between closing deals and watching opportunities slip away.  What if there was a way to gain valuable insights into a candidate's sales approach, even before stepping foot into the field.  Interviews aren't just a means to secure a job; they're a treasure trove of information for those willing to extract it.  Using these nine interview questions you can leverage these conversations effectively, and gain invaluable insights into sales techniques. 

  1. An account you thought was close to signing suddenly tells you that they have received a significantly lower bid. You know your company will not be able to match this price. What would you do?

  1. Describe a work-related skill or ability you have learned in the last year or so. How did you find out about this?

  1. Describe three or four methods you use in scouring new business. Could you tell me about a lead that you opened up recently?

  1. How do you approach your cold calling?

  1. In your opinion, what is the major reason that a customer hesitates to buy? How do you eliminate that hesitation?

  1. What about sales appeals to you?

  1. When you are in a selling situation do you see yourself doing most of the talking or most of the listening? (If talking) what affect do you think that this has had on your sales? (If listening) how do you know when you are really listening? What makes this an effective approach?

  1. You are in the middle of a sale with a very promising customer when another sales person who has been on board longer than you, cuts in to your presentation and begins taking over the sale. What would you do.

  1. When you consider your skills as a professional salesperson, what area concerns you the most about your ability to sell

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