How to Prep for a Sales Interview: 8 Common Interview Questions

There are various ways that you can prepare yourself for the hiring process and have a successful interview for a sales position:

• Brainstorm possible questions they’ll ask. One of the best ways to prepare for an interview is to brainstorm potential questions that the interviewer may ask you. Search online for mock sales interview questions and read up on the traits that sales managers covet in a sales professional. Before the interview, ask a friend or family member to conduct a mock interview so that you can practice answering these questions aloud.
• Make a list of specific examples of your success. “I can think on my feet” or “I have great sales skills” are common responses to questions about performance ability, but they don’t highlight your worth to a potential employer. Instead of abstract answers, offer specific examples that demonstrate your success. For instance, think of a particular time at a previous job when thinking on your feet resulted in a major sale and share this anecdote with your interviewer. Telling this story (concisely and humbly) can make you a more memorable, authentic candidate.
• Write out questions about the job. At the end of most interviews, interviewers will ask if you have any questions about the position or company. Ask yourself if there’s anything about the position that is not covered in the job description details and craft a thoughtful question that shows you did your research. This tactic will show your interviewer that you are serious about the job. If you’re drawing a blank, ask about their sales goals, the length of their average sales cycle, or their feedback process.
• Dress for the role. It’s a good idea for sales candidates to dress similarly to the way your potential employer’s sales reps dress (as long as it looks professional). Your outfit can make a big impression on your interviewer, and arriving in professional attire also allows your interviewer to picture you in the role. If the dress code is casual at the sales job, dressing one rank higher in terms of formality is usually a safe bet. Learn more about office dress codes and how to dress for work in our complete guide.
• Arrive early and demonstrate confidence. It’s always a good idea to arrive at least 15 minutes early for your interview because it signals to the employer that you are eager and gives you time to mentally prepare beforehand. Bring a notepad with your prepared questions and use the time before the interview to brainstorm any other queries you may have for your interviewer, rather than sitting in a lobby chair staring at your phone. Sit upright and confidently, or stand with your legs slightly apart or your hands on your hips, with your chest outward. These power poses can be the confidence boost you need before going in and snagging the job.

If you’ve just received an interview invite for a new job, check out nine of the most common sales job interview questions:

1. 1. “What do you know about our company? How is our company’s mission, culture, or approach to sales similar or different from your previous experience?” You should prepare for your interview as you would a sales call or sales pitch: by doing your research. Many interviewers want to make sure you did your homework because it demonstrates that you value preparation, a key quality of a good sales professional. Be ready to discuss your knowledge of their company during the interview, and make sure you look at the corporate website and find out more about their goals, mission statement, and culture. If this question doesn’t come up, you should ask the interviewer a couple of specific questions about the company to showcase your consideration.
2. 2. “Walk me through each step of your sales process. How would you sell me a particular product? Would you mind giving a short demonstration?” Sales interviewers often request mock sales demonstrations to see if you know how to sell them a product. The most widely used example of this is asking the interviewee to sell a pen. Be prepared for the hiring manager may ask you to sell them on a pen or another handy office tool. While you won’t know what demo they’ll request, look around the office and practice quickly brainstorming a list of traits for a few objects in your line of sight. For the demo, sell the item to your interviewer by highlighting its usefulness, portability, cost, aesthetic value, and durability.
3. 3. “Talk to me about the relationship between you and a prospect. How do you establish trust when talking with a potential customer?” Closing deals isn’t about forcing a potential customer into a contract; in fact, it’s the opposite. You need to have the emotional intelligence necessary to build up a level of trust between you and the prospect so that by the end of the phone call or demonstration, they feel comfortable asking you questions and moving on to the next steps. Before your interview, think through your sales process, making notes of different approaches you use to develop trust between you and the prospect so you can share specific lines you use during calls.
4. 4. “Tell me about the sales cycle in your previous job. What did you like about the cycle? What would you improve?” When interviewers ask about the sales cycle, they want to gauge your technical understanding of each stage. Walk them through the way you handled prospecting, contacting, presenting, nurturing, and closing in your previous positions to showcase your familiarity with the sales environment. Share which stage of the sales cycle is your favorite to show your enthusiasm for sales and discuss at least one area that you seek to improve to show you’re always striving to become a more efficient salesperson.
5. 5. “Tell me about the most challenging sale you’ve ever made. What steps did you take to overcome it and close the deal? How can you apply those tactics to future difficult potential customers?” Good salespeople are problem-solvers, so interviewers will want to know about your problem-solving abilities. Describe a time during your sales experience that you came up against a difficult customer and how you resolved the issue to keep their business. You should also discuss an instance when you could not resolve a customer’s issue and what you learned from the experience. Sales is an up-and-down industry that requires flexibility and resourcefulness. Opening up about finding value in a challenging situation and applying the lessons learned to future situations will signal to the interviewer that you are thoughtful, proactive, and mature.
6. 6. “How do you open a cold call? How was your approach to cold calls changed throughout your sales career?” Cold sales calls can be the most challenging part of the sales process, but if you’re applying for a sales position that makes cold calls, you’ll need to come prepared. When the interviewer asks about cold calls, explain your best tactics for opening and continuing a call, as well as what you’ve learned during your previous sales experience. At the start of your career, did you tend to oversell? If so, discuss how you learned to find the balance as you became more adept in your career.
7. 7. “What’s your least favorite part of the sales process, and why?” Throughout the interview process, it’s common for job candidates to focus solely on the positive aspects of the work. However, there are parts of the sales process that even the best salespeople don’t enjoy. When you answer a question like this in an interview, you’ll want to strike precisely the right tone: too cynical and you’ll sound like a consummate complainer; overly optimistic, and your response may come off as disingenuous. For example, you can aim your response at an aspect of the sales process that salespeople encounter daily: unhappy customers who have had poor past experiences with similar products and services. You can talk about how much harder it is to close the deal with these prospects and mention a successful tactic you use to persuade this type of customer to try your product.
8. 8. “In sales positions, what’s your greatest strength? And what’s your greatest weakness?” Job interviews are all about selling your talents to the interviewer—so when they ask about your greatest strength, respond with a few examples. Be specific and confident in your response, not arrogant. Conversely, potential employers want to know if you have the self-awareness to identify your own weaknesses and improve upon them. There’s no “right answer” to this question but avoid the typical “I work too hard” response. Instead, give an honest evaluation of an aspect of the job that you need to improve upon and list a few ways that you are working to overcome the issue.

Become a better communicator with the MasterClass Annual Membership. Spend some time with Daniel Pink, author of four New York Times bestsellers that focus on behavioral and social sciences, and learn his tips and tricks for perfecting a sales pitch, hacking your schedule for optimal productivity, and more.