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Welcome to your guide…

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29 SALES INTERVIEW
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QUESTIONS & ANSWERS

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For personal use only.
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Q1. Tell me about yourself.
Sample Answer:
Thank you very much for inviting me to be interviewed for this sales position. I believe I have the skills
and qualities needed to be effective in sales, long term. I have studied the job description in detail, and I
believe I have the experience and the attributes necessary to come into the organization and make a
positive impact straightaway. The skills and qualities that I have built up is being able to build long term
relationships with customers and clients.

I understand, as a salesperson, the only way that you achieve difficult sales targets is to build long term
relationships, find out what your customers clients need and then present them with appropriate products
and services. I am also the type of person who enjoys working under pressure. If you give me difficult
sales targets to achieve, I won't be phased by them and I will put a plan of action in place to make sure

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they are achieved. I'm also the type of person who wants to continually grow, improve and develop, and I

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am always looking for different ways to adapt my sales skills to meet the target audience, because I

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understand we live in a world where everything is always changing. You can't sit still as a salesperson;
you have to be prepared to adapt and change.
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I am also good at working with other people as part of a sales team. I'm not just focused on my own sales
targets and objectives. I will help other people as part of the sales team to achieve theirs as well,
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because at the end of the day, we work for the same organization.
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Q2. Why do you want to work in sales?

Sample Answer:
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I want to work in sales for three reasons. The first reason is, I want to work in a pressurized environment
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and sales gives me that. By working in a pressurized environment, I will come into work each day and I
will have difficult challenges and targets to meet. I prefer to work in the type of environment where I am
improving and developing continually. The second reason why I want to work in sales is because I have
ambitious plans outside of work and I know the only way I will achieve those is if I perform to a high
standard within this sales position. So, for example, my partner and I are saving up to buy a house and
we need to get a deposit together. We are both committed to our work and we know that if we do well for
our employees, then we will achieve our external goals. The final reason why I want to work in sales is
because I will get to interact with lots of different people on a daily basis and I will get to build long term
relationships with them. I am a people person and I enjoy interacting with others, finding out what their
needs are, listening to them, and then giving them the products and services that they need. I also like to

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make sure that I work on ‘customer retention’, because in sales, it's important that we build lifelong value
of our customers and encourage them to become advocates of our business. Those are the three
reasons why I want to work in sales.

Q3. What skills and qualities are needed to work in sales?

Sample Answer:
To work in sales, and more importantly, to be successful in sales, you need to possess a variety of
different skills and qualities. First and foremost, you need confidence. People buy from people. There is a
difference between confidence and arrogance, and in sales, you have to be confident, but you also have
to communicate effectively with your customers and find out what they need. If a customer does not feel
confident while dealing with you, they're not going to buy from you. So, you have to have confidence, and

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that also leads to confidence in your products and services. The only way that you will achieve that

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confidence is to have an in-depth knowledge of the products and services that you are offering your

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customers, because if you don't have the knowledge, you can't answer any questions. That's one of the
first things I will be doing if I am successful, is finding out as much as possible about the products and
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services that we offer. You also need to have good listening skills. In the past, as salespeople, we would
we would talk a lot to tell customers what we think they need. Things have changed. You have to listen.
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Yes, you have to ask appropriate questions to progress a sale and to close it, but you have to be a good
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listener. Always listen to the customer because they will feel valued. You also have to have relationship
building skills. I would be looking to come into this position and build long term relationships with
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customers, because that helps your organization. You don't have to spend as much on advertising
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because the lifelong value of the customer increases. You also have to have entrepreneurial spirit. You
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have to be adaptable, come up with different ways to improve your sales figures and be positive in your
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work and also be adaptable and changeable because the sales environment is changing all of the time.
You have to stay ahead of the curve and make sure you know what is going on right now and what your
customers need. Those are the qualities that you need to be effective in sales and I believe that I have
those.

Q4. What makes you stand out from the other candidates?
Sample Answer:
The things that make me stand out from the other candidates is my knowledge of the products and
services that I am selling. What I plan to do, if I'm successful, is come into the organization and spend a
lot of time learning about the products and services you offer and how they are going to benefit our

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customers. I will be spending time in the evenings and weekends getting to know your products and
services inside out, because then I can answer any questions customers have and explain the benefits of
the products and services to them and how they will impact on their daily lives.

The second thing that I believe makes me stand out is my ability to build long term relationships with
customers and clients. I believe, to be effective in sales you have to be prepared to build up long-term
relationships, because I will have a responsibility to encourage customers to come back to the business
time and time again, because then you don't need to spend as much money on advertising. Customers
buy from people; people buy from people, so I have to build up good relationships with people, build up a
rapport with them, and I want them to become a long-term advocate of our business. I want them to
recommend our products and services to other potential customers.

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The final thing that makes me the standout candidate that makes me different from the other candidates

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is the fact that I know when to close a sale. I am a confident closer and I know when to do it. I understand
the sales process and I know when the time is right to close the sale. I believe the art of closing is lost on
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a lot of salespeople. I'll give you an example. Over the weekend, my partner and I were in a shop. We
wanted to buy a picture to put on the wall and I was discussing the picture that we liked with the sales
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assistant. He was asking me lots of questions and I was clearly ready to buy. Now, when I was ready to
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buy, another customer walked into the store and he left me to go and tend to them and he lost the sale. I
know when to close a sale and to take my time with the customers and to make sure that I get that sale
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over the line. Those are the three things that make me stand out from other candidates. My knowledge of
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the subject, my knowledge of the products and services, my ability to build long term relationships with
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customers, and my ability to close a sale with confidence.

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Q5. How do you handle sales rejections?

Sample Answer:
I always handle sales rejection with a positive mindset. I see rejection as an opportunity to improve and
develop. I will take the knowledge that I have gained from dealing with that particular client or customer,
and I will use it to my advantage when dealing with similar customers and clients in the future. I am
confident in my conversion rate, so I always see rejection as an opportunity to try and improve that for
the future. So, I handle it positively and I always look for ways to improve for later on.

Q6. At what point would you walk away from a sale?

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Sample Answer:
Ordinarily, there are two situations where I would consider walking away from the sale. The first one is
where I feel the customer is trying to appease me. So, they are telling me what they think I want to hear;
they are being polite. I have the experience to know when that is happening. I obviously don't want to
waste their time or our time. So, I would walk away from a sale then. And that can be at any stage during
the sales process. You get to know; you get to feel when a customer is doing that. The second situation
where I would walk away from a sale is where I feel it gives me more control. The prospect, the potential
customer really wants this product or service and they are perhaps discussing or negotiating the price.
By walking away or giving the impression I am walking away, that creates urgency and it creates scarcity.
And you are more likely to close the sale down and get the price that you want by giving the impression
you are walking away. I have the experience and the knowledge to know, based on each situation and

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each communication, when to walk away, and I have the confidence to do so.

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Q7. Tell me about a mistake you made in sales and what you learnt from it?
Sample Answer:
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Perhaps the biggest mistake I made in sales is when I first started out. I worked for this great
organization and I was talking to a customer and he clearly wanted to buy one of our services. Now, it
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was going really well, and I was about to close the sale. And then he started asking me some questions;
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some in-depth questions about the service that we offered, and I couldn't answer them. I'd got into the
organization thinking that I knew everything, and I could close every sale, and I got found out. That was a
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mistake that I made, and as I said previously, when I come into an organization now, one of the first
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things I will do is spend my own time learning as much as possible about the products and services that I
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am selling, so I can ask questions about what's involved and also the benefits that the product or service
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has to the customer. I make sure I am fully knowledgeable. I'm the type of person who is always open to
improving and developing, so if a mistake is made, I will always be positive about it and I will look to
improve the next time.

Q8. If successful, how much time would you spend cultivating customer relationships versus
searching for new leads or clients, and why?
Sample Answer:
I always spend 80% of my time cultivating customer client relationships and 20% of my time sourcing
new leads. In fact, the methods I have been using to cultivate new leads works really well, and I actually
helped my previous employer find significantly more prospects very quickly by utilizing the power of

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LinkedIn.com. I undertook an online LinkedIn training course in my spare time, via the website
Udemy.com, and I learnt some great lead generation strategies by targeting niche leads and ten building
relationships with them. For example, once I had made suitable connections on LinkedIn, I would start
contributing to the posts and groups my connections were engaging on. I then found people started
coming to me on LinkedIn directly for help and advice, as opposed to me chasing them. I believe it is
very important to be smart in your prospect and lead generation strategy, as this allows you to cultivate
trust and strong relationships with your customer that will last a lifetime. My aim is to always get
customers and clients to use our services time and time again in the future.

Q9. What are the first 3 questions you would ask potential sales prospects?
Sample Answer:

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The first question I would ask would be based on building RAPPORT, and the questions is: “How is your

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business these days and how have things changed over the last 3 years?” This question is designed to

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build rapport but also to give me useful information I can then utilize to help the client in respect of their
business needs. I would then move on and ask an aspirational question, which would be something
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along the lines of: “What specifically is holding you back from achieving your revenue/profit/objectives?”
This questions enables me to assess their ASPIRATIONS and where they need to be in the near future.
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The final question I would ask is the IMAPACT question, which would specifically be: “If you able to help
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you overcome these challenges, what positive impact would it have on your company's financial
situation?” of course, I may need to ask further qualifying questions to achieve my objective; however, I
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have always found those three questions are great for building rapport and getting to the point of sale as
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soon as possible.
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Q10. How do you overcome customer objections?

Sample Answer:
This is a good question and overcoming objections is something that I really enjoy as this is the
challenging aspect of sales. I always start off by making the prospect feel they are being heard and I
demonstrate a genuine understanding of their position. I then explain how my solution has helped many
other people, and I will often give them a real-life case study of someone who has benefit from our
service. I then take the opportunity to open a proper, in-depth conversation with them, so they know I am
taking the time to listen to and address their concerns. After listening to them, I always acknowledge and
address each specific issue or objection. I then go back to the ‘end result’ so they can visualize where
they will be after using our service and ask them to tell me how it will benefit them, their organization and

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their financial results overall. I will then move on and explain the low risk factor associated with utilising
our services, and explain any further benefits such as cost benefits or savings. Throughout the dialogue,
and the handling of the objections, I am always entirely open, honest and transparent about our service
as I feel this is important in continuing to build trust and reach the all-important conversion.

Q11. What steps do you take to research prospects before you speak to them on the telephone or
hold a meeting? What specific information do you look for?
Sample Answer:
In the time I had available, I would research their business or LinkedIn profile (if we were connected) to
find out as much about their organization as possible. This would allow me to get a feel for the types of
challenges they might be facing and also how our product or service can best serve them. I will also look

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for any type of connection between myself and the prospect as this will be a good starting point for the

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conversation to open up and it will help me build trust and rapport with the prospect. For example, a

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recent prospect who I quickly turned into a sales was located in a town I used to live in many years ago.
This was a great subject to open up with, and we actually both knew some of the people who still lived in
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that area. Also, if the information is available, I will conduct some research based on freely available
financial information that is within the public domain, to ascertain their financial position as this will help
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me to tailor our product and service based on their current performance and future requirements. Finally,
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I will try to get an understanding of the prospect’s products or services, and in particular their USP, as
this will help me to find a connection between our service and their product. If I can help them in their
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business to improve and grow, it makes the sale far easier.

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Q12. Sell me this pen!

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Sample Answer:
CANDIDATE: So, am I right in assuming that you are in the market for a pen, is that correct?
INTERVIEWER: That's correct.
CANDIDATE: And how often would you use a pen nowadays?
INTERVIEWER: Not that often, only to sign documents.
CANDIDATE: OK, so those documents that you sign, are they sales contracts, your company checks and
employment contracts as well?
INTERVIEWER: That's correct.
CANDIDATE: So, they are significant moments that are indicative of the hard work you've put in to get to
that point. So therefore, you deserve to have a quality pen. Now, I have only been in this room in this

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interview for a few minutes, but I genuinely have the impression that you are somebody who, number
one is professional, number two, you set high standards and you expect nothing but the best. Is that
correct?
INTERVIEWER: That's right.
CANDIDATE: Therefore, you need to have this pencil. This pen costs seventy dollars. INTERVIEWER:
Well, that's a very expensive pen. This one here only cost me one dollar. CANDIDATE: But that pen
you're holding up right now is not indicative of who you are as a person. Therefore, I want you to have
this pen for the next 30 days free of charge, and I want you to try it. And every time you sign a check,
every time you sign an important sales contract and every time you sign an employment contract, that is
a symbol, a moment of all the hard work you have put in to get to that point. It is representative of the
person you are, which is successful. Do we have a deal?

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CANDIDATE: We have a deal.

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Q13. If we hired you in this sales position, what would you do in your first month of working
here?
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Sample Answer:
I would want to hit the ground running! I would not waste time in finding out as much information as
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possible about your product and services, and also the type of clients and prospects I could convert the
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easiest. I would need to know quickly and comprehensively the service you offer, so I can then answer
any questions your prospects might have and also foresee any potential objections. I would also spend
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time building relationships with the other key departments within the business, notably the accounts team
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and other support departments, as this will help make the sales process run more smoothly once I begin
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to convert.
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Q14. In sales, you will have to deal with pressure on a daily basis. How would you deal with the
stress and pressure that comes with this position?
Sample Answer:
I understand that pressure is all part of the Sales Executive role and on that basis, I always have a plan
in place for dealing with it. The first thing I do in order to reduce stress is make sure I fully know and
understand the products and services I am selling. If, as a Sales Executive, you have in-depth knowledge
of your product or service, and in particular the sector or industry you are selling in, stress will
automatically be reduced significantly. The second thing I do to reduce stress levels, is to make sure I
carry out sufficient research into the clients or customers I am selling to. I genuinely want to make a

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difference to their lives, and I can only achieve that aim if I understand where the customer or client is
right now, where they want to get to, and how the product or service I am selling can help them to
achieve their goals. I guess what I am trying to say is that stress can be significantly reduced by
confidence in your products and also through effective preparation. Whilst stress is part of a Sales
Executive role, I genuinely prefer to work in a stressful environment as I feel I perform better.

Q15. At what point would you stop pursuing a client?

Sample Answer:
I believe I have built up a strong sense of intention when speaking to clients and I know when to pull out
and stop wasting my time. There are always going to be prospects who have no intention whatsoever of
buying our products or survives, but I will always be polite and courteous when dealing with them, as the

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reputation of my employer’s company is very important. There are times, however, when I have been

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speaking to a client for over a week periodically, and I can detect they are interested, but they just need

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their own time to come to the all-important decision. Again, I have built up sufficient experience to realize
when I need to leave a prospect alone and let them do the chasing. Finally, there are the type of
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prospects who want you to chase them and they want to feel they have got a good deal. Of course, these
are the easiest to convert and I would do all I could to get them quickly to the position where they
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comfortable and ready to make a purchase. I guess to answer your questions specifically, if the deal is
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not good for us, and the client gives the impression they are not that keen, I will always politely move on
and find new prospects.
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Q16. Have you ever turned a prospect away? If so, why?

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Sample Answer:
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Yes, I have done this on a number of occasions. Whilst working in a sales team for a previous employer,
I had a prospect on the phone each day for over a week trying to haggle on the price. Whilst he
genuinely wanted the service, the price he was proposing did not work for us, and it is at times like these
when I make the prospect clear on the lowest position I will move to. At that point, if they do not want to
make the deal, I will politely walk away and stop chasing. There has to come a point in negotiations when
you walk away from a prospect, no matter how keen and enthusiastic they are. The irony is, as soon as
you walk away and forget the deal, they usually come back a few days later and agree to pay the price
you have put to them.

Q17. Tell me about a time when you lost a sale.

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Sample Answer:
During the very early days of my sales career I made quite a big mistake with a potentially large client. I
felt the deal I had put forward was a very strong one, and they were keen to do business. I arranged to
call them back the following day at 4pm to finalise the paperwork and get everything signed. I then made
the big mistake of not diarizing the appointment, and I forgot to call them back until almost 5pm! By the
time I had called, the prospect had changed their mind due to my lack of respect for keeping to the
agreed time of the call. I could totally understand their frustrations and I was absolutely appalled at my
tardiness. I am not usually like that, but I learnt a tremendous amount from that experience. Since then, I
am a man of my word, and I will always be punctual, organized and professional in my approach to sales.
The sale is not complete until the paperwork is signed, and I would never make the same or a similar
mistake again.

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Q18. What's the best way to establish a relationship with a prospect?
Sample Answer:
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I believe the best way to build relationships is to always remember 5 things. Always TREAT YOUR
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CUSTOMERS THE RIGHT WAY and be open and honest at every stage. You should always LISTEN to
them and their concerns or objections. You should then try to BUILD TRUST between yourself and the
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prospect, and be truthful in every aspect of the communications. Finally, you should always be
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TRANSAPRENT and FOLLOW UP on promises. I learnt the hard way with the following up aspect, and I
would never make the same mistake again.
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Q19. Explain the steps you take, from the beginning of the sales process to the end.
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Sample Answer:
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I always start with ‘PROSPECTING’ and this is basically spending 20% of my time searching for new
prospects. As I discussed during an earlier question you posed, I spend a lot of my time on LinkedIn
making connections and building a rapport. I then carry out my PREPARATION work to find out as much
about the prospect and their needs before APPROACHING them. I will then PRESENT my service, but
this is done by me asking lots of questions and getting to know how I can specifically help them. I will
then HANDLE THE OBJECTIONS, before CLOSING the deal and FOLLOWING UP.

Q20. Tell me about a time when you managed to achieve difficult sales targets.
Sample Answer:

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In my previous sales role, I often achieved challenging sales targets. During one particular quarter, I
managed to achieve the highest level of sales amongst the company Sales Executives. I achieved this
simply because I had put in the hard work in the months leading up to that point. Instead of spending one
hundred percent of my time searching for new leads and prospects, which is what the majority of other
Sales Executives were focusing on, I spent a significant portion of my time cultivating previous sales
clients and customers to encourage repeat business. A few months after I started using this approach,
additional sales began to filter through, which significantly boosted my sales figures. I am the type of
Sales Executive who believes you can achieve difficult sales targets by not only searching for new
potential leads and customers, but more importantly by looking after the customers you already have in
your pipeline.

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Q21. How would you respond to a period of poor sales?

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Sample Answer:

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If this type of situation was to occur, I would automatically look for ways to improve based on self-
analysis and also trying to look at the reasons why my sales might have suffered temporarily. I would first
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of all look to increase the preparation work I was undertaking by conducting further in-depth analysis into
my target customers and also how the product or service I am selling will be of benefit to them. Being in
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sales is not a 9-5 job, and you have to be prepared to put in the extra hours to make it work. I would also
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look to build stronger relationships with clients and also spend more time talking to them with a view to
building up trust and also getting to know them better. Whilst I do not feel this type of situation will ever
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occur, if it did do, I already have a plan in place to overcome it, so I could start to yield impressive sales
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figures once again.

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Q22. Tell me about an objection you had to overcome whilst selling?

Sample Answer:
I can remember speaking to a potential client for over 2 weeks on and off to try and close the deal. I
wanted to get the deal over the line because it involved high value recurring revenue for our organization.
The objection the client put forward was that she did not feel the financial commitment was justified,
based on the potential returns and gains. To close the deal, I spoke to my senior manager and
suggested a pay-back percentage option if the service did not prove to be effective and profitable for the
prospect. My manager agreed to my suggestion. I feel we were able to do this because we had such a
strong belief in our service and that it would work for the client. The prospect took the offer and we made
sure the service we delivered was second to none. I am pleased to say we never had to initiate the pay

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back option because the client was extremely happy with the promised outcomes and financial return our
service generated.

Q23. Why have you chosen our company over others?

Sample Answer:
During my research into your company, three things stood out. Firstly, the way in which you manage and
run your business is positive. There are lots of positive comments made online about your organization,
and this demonstrate you are a great company to work for who cares about its customers. Secondly, the
‘latest news’ section on your website tells me you are innovative and forward-thinking, which makes you
even more attractive to work for. Finally, I want to stay in this sales role for a long time and gain stability
with my employer. You are clearly a leader in the industry and that fills me with confidence that I will be

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able to thrive in this role and be able to professionally and personally develop as the years progress.

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Q24. Why do you want to leave your job?
Sample Answer: 12
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For the simple reason, I feel it is time for a change. My employer has been fantastic, and I very much
enjoyed working for them, but I feel I have so much more to offer and I've been attracted to your
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company since first seeing in the job advert. I will leave my employer on great terms and I will miss the
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team, but I am looking forward positively to a new and fresh challenge where my skills and experiences
can be fully utilized.
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Q25. What are your strengths?

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Sample Answer:
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In particular I have five key strengths. These are having an ability to work hard to complete a sale, even
when under pressure. A loyal attitude and approach to work, which means I will never let you down. The
ability to even work alone unsupervised, and also as part of a team, which means I have a flexible
approach to work. I am also someone who can adapt to change, and I realize that change is important, if
a business is going to grow. Finally, I am a strong relationship builder who is able to build a strong
rapport with clients and customers to generate recurring sales on an annual basis. I can be relied upon to
perform to a high standard in this role and will ensure I consistently achieve my sales targets.

Q26. What’s your biggest weakness?

Sample Answer:

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I find it difficult at times waiting for others to come back to me when the completion of my own task
depends on them. This think demonstrates that I can be impatient at times, and one particular external
company commented during a telephone conversation that she found me quite pushy to deal with at
times. Obviously, I apologised to her, but I stressed that my pushiness was simply down to me wanting to
the job done for my employer.

Q27. Why should we hire you?

Sample Answer:
First and foremost, I am an energetic, positive and resilient person who has had a passion for sales for
many years. I believe I have the right personality to work in sales, and I never get defeated. I am always
trying to improve my ability to both build client and prospect relationships, and I am also improving my

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skills at overcoming objections with a view to constantly increasing my conversion rate. I believe I am

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good fit for this sales position because you are clearly an innovative, forward-thinking organization who

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are clearly going places, and coupled with my own career aspirations and dedication to my work, it would
be the perfect combination.
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Q28. Where do you see yourself in five years?
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Sample Answer:
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In five years from now, I see myself progressing within the company to the point where not only am not
only well-respected in the role, but I’ve also taken on further responsibilities in the sales team. I believe
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that, in five years’ time, I will have proven myself as an invaluable member of the team. I would also take
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great pleasure in assisting the training and development of newer sales team members who occupy a
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similar role.
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Q29. That’s the end of your sales interview. Do you have questions you’d like to ask us?
Sample Answer:
QUESTION – Who is your greatest competitor and how could I help you in this role to better them?
QUESTION – What are the plans for the company over the next few years?
QUESTION – Do you have any new products or services coming out this year?

How to Use These Interview Questions and Answers:

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These interview questions and answers are intended to guide you in your preparation for your job
interview. These questions have been picked by the PassMyInterview team because we believe
that they are the best representative of what you will face in your interview.

The sample answers in this resource are collated from years of experience and research in the
recruitment sector. The answers confidently display the appropriate qualities and competencies
that the interviewer expects from successful candidates.

Read the sample answers carefully, and take note of what skills and competencies they
demonstrate. You might notice that, when the question asks for examples, the answer uses the

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STAR method to construct the response:

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Situation. Start off your response to the interview question by explaining what the ‘situation’ was
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and who was involved.
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Task. Once you have detailed the situation, explain what the ‘task’ was, or what needed to be
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done.
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Action. Now explain what ‘action’ you took, and what action others took. Also explain why you
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took this particular course of action.

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Result. Explain to the panel what you would do differently if the same situation arose again. It is
good to be reflective at the end of your responses. This demonstrates a level of maturity and it
will also show the panel that you are willing to learn from every experience.

In order to get the best possible results, apply this system to your own examples and experiences
in working life. These sample answers are intended to inspire you to create your own responses
to the questions.

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