TYPICAL SALES QUESTIONS AND ANSWERS

These are a few questions and answers that will help you during a sales interview:

1. WHAT TECHNIQUE HAVE YOU FOUND MOST SUCCESSFUL IN HANDLING OBJECTIONS?

When answering this sales question acknowledge that objections happen frequently during the sales
 process but that you view them as a positive ratheer than a bad thing. An objection i s a request for more information from the customer and gathering and giving information is one of the key steps to making the sale.
Highlight how you view an objection as an opportunity to engage in conversation about something the customer is interested in. Then focus on an effective strategy that you use to work through the objection. These include the following key steps to handling an objection:

•  Listen and acknowledge the concern.
• Ask questions to clarify and ensure that you have gotten the real objection.
•  Empathise with the objection.
•  Put forward a proposal to overcome the concern.
•  Confirm thgat you have answered the concern.

2. IN THE CURRENT SALES ENVIRONMENT, WHAT IS TH EPROCESS YOU GO THROUGH TO QUALIFY A CUSTOMER?

This question is designed to evaluate your ability to assess what is a solid prospect and not waste your efforts in poor prospects. In tough economic conditions sales people can waste precious resources chasing every lead that comes their way. Focus on the characteristics of a good prospect including the actual needs of the customer, the customer's budget and the real authority of the customer to make the buying decision.
3. WHAT DO CONSIDER THE KEY SKILLS IN CLOSING?

Key points to keep in mind when answering this sales interview question are:

• Recognizing buying signals both verbal and non verbal
• Not attempting to close too early
• Familiarity with different closing techniques such as the alternate choice method etc.
• Allowing the buyer tghe appropriate time and silence to respond to the close.
• To stop selling once the sale is made

4. HOW DO YOU KNOW WHEN TO WALK AWAY FROM A SALE?

Sooner or later it will happen that it is necessary to walk away from a customer. This sales question is asked to determine that you do not walk away from opportunities too quickly or for the wrong reasons. You should have a walk-away strategy that is based on valid and consistent reasons. These could include:

• When legal and ethical standards may be compromised such as taking or paying a bribeor compromising your moral or religious beliefs.
• When time and resources do not allow  you to provide the acceptable standard of quality or when you know you cannot deliver what is being asked. This can be viewed as an invitation to failure when the time, energy and resources required to keep the sale or customer are no longer a good investment and the business becomes unprofitable.
• When the deal does not benefit both parties and is not a win-win situation particularly when it is one sided to your detriment.

WHAT ARE YOUR FAVORITE BOOKS.
With these question you can give example sof books that are related to sales e.g How to win friends and influence people  - by Dale Carnegie.