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Walk me through your sales background.
Overview Interviewers ask this question for a simple reason: they want to uncover whether you’re actually good at what you do. It’s easy to be vague about your qualifications, both on your resume and in conversation. This question, however, is designed to dra...
How do you deal with customer rejections?
Overview “No” is something every sales professional will encounter over and over again. Good account executives will know how to brush rejection off and keep on moving. Great account executives? They’ll have a process for turning that “no” into a “yes.” Your ...
How did you prepare for and hit your quota goal?
Overview Certainly, interviewers ask this question because they want some tangible evidence that you’re someone who hits your goals. They also want to understand your planning skills, your selling style and how you approach the sales process. Answer framew...
Where would you research a prospect before you reach out?
Overview Interviewers aren’t just looking for charisma and fearlessness in the sales people they hire. They want to know that their next hire will have a measured, well-thought-out approach. In short, they want to know that you’re doing your homework before y...
How do you address common objections when you are selling?
Overview Your interviewers want some assurance that you are comfortable handling the objections that are common to the role for which you’re interviewing. They also want to understand if you have a system when it comes to addressing objections, and a pattern ...
What kinds of techniques do you use to close a sale?
Overview The short answer to this is that they want to see if you can land deals. The longer answer is that interviewers want to get a feel for how you go about approaching clients, how you manage the conversations or presentations, and the specific technique...
How do you handle yourself in the face of angry customers?
Overview This question is designed to gauge how well you perform under stress. Your interviewers are also looking for signs that you’re someone who can respectfully and efficiently resolve issues and follow through. Promises are great when you’ve got an angry...
How do you manage many relationships across many accounts?
Overview The art of the schmooze isn’t all that goes into being a great sales professional. This question is assessing your ability to keep your client relationships and accounts thriving. Specifically, interviewers ask this question to assess how well you mu...
How do you retain customers when they complain about the price?
Overview Your interviewers know that, even under the best of circumstances, customers are going to get upset occasionally. And sometimes, it’s about something completely out of your control, like pricing. They ask this question because they want to see if you...
Describe a time you had to deal with a difficult client.
Overview Interviewers need assurance that you’re not just a great salesperson with those easy-breezy customers; you can also keep the more, challenging ones happy -- or at least in check. They ask this question to evaluate your techniques, your communication ...
How did you overcome a difficult sales project?
Overview Interviewers want to see that you’re someone who can weather the storms that invariably arise when you work in sales. They ask this question to assess your strategy, your resourcefulness, your people skills, your resilience and your ability to seal t...
What do you say to a client when you under-deliver?
Overview companies are generally not looking for the perfect salesperson. That’s a rare bird, indeed. We are, after all, human. Instead, they are looking for talented, client-centric people who excel most of the time and -- when they don’t -- know how to cour...
How do you handle a question when you don't know the answer?
Overview Great sales professionals are masters at thinking on their feet when a prospect or client asks tough or unexpected questions. Your interviewers want to see if you’ve got what it takes to manage the curveball questions, especially when you flat-out do...
Walk me through your prospecting strategy.
Overview If you’re interviewing for an AE role that requires you to move prospects through the pipeline, your interviewers will want some assurance that you’re not just flying by the seat of your pants when it comes to generating new clients. They want to kno...
What steps do you take to convert a non responsive customer?
Overview Interviewers want assurance that you’ll be able to keep prospective customers moving through the sales pipeline and close plenty of deals. They want to know your specific process for re-engaging prospects and clients who drop off the radar, and how y...
How do you manage (or fire) a toxic client?
Overview While everyone hopes for a roster of happy customers who are an absolute treat to work with, your interviewers know that client relationships aren’t always rosy. They ask this question to make sure that you understand this and that you’re equipped to...
Tell me about a deal you lost and what you'd do differently.
Overview This question is designed to see how you bounce back from failure and if you learn from your mistakes and misfortunes. Certainly, no one expects that you’re going to win over every single prospect. But they will expect you to rally when things fall a...
What would your clients say about you?
Overview This question is similar to “Tell me about yourself” but the interviewer wants you to answer through the eyes of your clients. They ask so they can see how you assess yourself as a professional, and also to get a feel for what customers experience wh...