If you have followed the exercises in 'How to WOW at interview' you are now prepared to answer 60-70% of all common interview questions. Armed with this high statistic you are now fully prepared to give your best - your innate sales ability will carry you thorough the remaining 30-40%! You can buy books giving you all of the answers to the main interview questions and I have mat, and interviewed candidates, who have evidently worked through and memorised the content of these books and they come across as insincere. Their answers are just too rehearsed and too robotic. Experienced interviewers are looking beyond the actual words of the answers are also looking to see if there is parity between what is being said and the body language of the interviewee.
My advice therefore is to read these questions as a 'dummy run', a good opportunity to put your 'How to WOW' exercises into practice. Don't learn answers verbatim but take confidence that in knowing your strengths and having the ability to back them up with achievements, examples and case studies that you will succeed at interview.
The questions are in themes and are the most common themes that are examined at interview. Good Luck!
The Most Common Interview Questions (You will be asked these ones in a round-about way at every interview!)
Tell me about yourself?
What do you know about our company?
What interests you about this job?
Why do you consider yourself ideal for this role?
Give me five reasons why you want to join our company?
What are your strengths?
Do you prefer working alone or in a team?
What are your development areas (weaknesses?)
What motivates you?
What are you going to achieve in the next 3 years/5 years/10 years?
What do you like about your current job?
What do you dislike about your current job?
Why are you looking to leave your current role?
Sales and Business Development
What is the worst objection that you've ever had to handle? Talk us through how you tried to handle this objection?
What is your preferred technique to handle objections?
How do you ensure that your sales targets are exceeded each month?
What is your favourite closing technique?
How do you pick yourself up after losing a potentially large order?
How do you create a sense of urgency to speed up the sales process?
What is the largest account that you have ever won and talk me through the stages from start to close?
What is the largest account that you have lost and talk me through the stages?
What is the most difficult piece of business that you have ever won?
Have you ever walked away from a sale and why?
What do you consider to be the single most important sales skill?
What does effective Sales Management mean to you?
What personal qualities should a Sales Manager possess?
What are the personal qualities that you possess to make you a successful Sales Manager?
What is more important 'managing' or 'leading'?
Talk me through the most difficult employee that you have ever had to 'lead'?
What is the biggest learning curve that you have worked through in your path to becoming a successful Sales Manager?
What is your Management style? Do you think this style is the most effective?
Who is the best Manager that you have ever worked for? What qualities did they possess that you have modeled to improve your ability to lead sales teams.
How important is it that sales professionals are effectively managed?
How do you manage egos within your sales team?
What is the best example that you can give me that describes your management style?
What have you personally done to develop your management skills?
How do you handle responsibility?
How do you keep a distance between yourself and your reports?
Your worst performing sales executive has a personal crisis and needs significant time off - how would you support them?
From the choice of Churchill, Gandhi, Alex Ferguson or Richard Branson, who is the most effective leader and why?
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HOW TO CONDUCT BRILLIANT SALES INTERVIEWS
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