{"id":10423,"date":"2018-10-02T20:30:36","date_gmt":"2018-10-02T20:30:36","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/5-essential-sales-interview-tips-help-you-close-deal\/"},"modified":"2022-10-24T23:34:02","modified_gmt":"2022-10-24T23:34:02","slug":"5-essential-sales-interview-tips-help-you-close-deal","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/","title":{"rendered":"5 Essential Sales Interview Tips to Help You Close the Deal"},"content":{"rendered":"\n<p>Hiring season is here, and it\u2019s you\u2019re chance to show off your skills and really shine. You may be one in a million, but you could be competing with dozens of others to secure the sales job you\u2019ve been dreaming of. The right preparation and an idea of some of the elements that are commonly included in sales interviews can help give you an edge.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#Youre_Selling_from_the_Moment_You_Walk_in_the_Door\" >You\u2019re Selling from the Moment You Walk in the Door<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#1_Research_Research_Research\" >1.&nbsp;Research, Research, Research<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#2_Tell_us_About_Yourself\" >2.&nbsp;Tell us About Yourself<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#3_Be_Prepared_to_Give_Examples\" >3.&nbsp;Be Prepared to Give Examples<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#4_Dress_for_Success\" >4.&nbsp;Dress for Success<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#5_Close_the_Deal\" >5.&nbsp;Close the Deal<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/blog\/5-essential-sales-interview-tips-help-you-close-deal\/#The_Bottom_Line\" >The Bottom Line<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Youre_Selling_from_the_Moment_You_Walk_in_the_Door\"><\/span>You\u2019re Selling from the Moment You Walk in the Door<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>You\u2019re interviewing for a job, but you\u2019re also showcasing your selling skills and abilities for your prospective employer. A sales interview differs from any other type of interview, since the team will be evaluating not only your background, personality and communication skills, but your ability to sell yourself as well. If you don\u2019t do a convincing job selling a yourself, how can you be expected to sell the company\u2019s products and\/or services?<\/p>\n\n\n\n<p>Prepare for a sales interview just like you\u2019d prepare to meet a new prospect. If you will be selling in person, you will eventually be representing the brand, so the sales interview gives the employer a very good idea of how you will represent them and what prospective clients will think when they interact with you.<\/p>\n\n\n\n<p>So, what do you do (and not do) before and during an interview? The following tips are designed to help give you an edge and ensure you walk through the door prepared to sell the interviewer on the product you know best \u2013 yourself.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Research_Research_Research\"><\/span>1.&nbsp;Research, Research, Research<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Research the company as you would any prospect. What do they do, and what are their core values (hint, you\u2019ll find this on their website under \u201cMission Statement\u201d or \u201cAbout Us\u201d. This basic research is just the beginning; a look at the business\u2019s social media channels and mentions in the news will help round out your impression and understanding of what they do.<\/p>\n\n\n\n<p><strong>Do: Research thoroughly<\/strong><\/p>\n\n\n\n<p>It is not uncommon to face sales interview questions that inquire about how you learned of the job, what you know about the company and even how you researched them. A question about your research gives you the opportunity to \u201cwow\u201d the team \u2013 by mentioning something that is not terribly well known about them. Mention a fact from their online newsletter or blog and they\u2019ll swiftly realize you did more than just take a quick peek at their home page. You\u2019ll stand out as a memorable candidate and show that you are able to thoroughly check out a lead or prospect before making contact.<\/p>\n\n\n\n<p><strong>Don\u2019t: Just get the basics<\/strong><\/p>\n\n\n\n<p>A quick look at the business website is a start, but not nearly enough to give you the information you need to perform well in the interview. If you bypass learning about the core business, how they sell themselves and what other companies they own or are affiliated with, you\u2019re missing out. A lack of research could lead to you accidentally saying the wrong thing (and not even realizing it). Think about it \u2013 would you show up for an interview at Starbucks with a cup of Dunkin Donuts coffee in hand? If you don\u2019t do enough research, you could make this jarring of an error, without even realizing it.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Tell_us_About_Yourself\"><\/span>2.&nbsp;Tell us About Yourself<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>The biography portion of the interview allows you to showcase your strengths and let the interviewer know what you can bring to the team. You should be able to relay your abilities in a positive way and sell the interviewing team on the benefits of hiring and working with you. Understanding the job, what it entails and then clearly relaying how you can help the business succeed is the key to answering the \u201cabout you\u201d portion of the interview correctly.<\/p>\n\n\n\n<p><strong>Do: Know what you\u2019re applying for<\/strong><\/p>\n\n\n\n<p>You should be able to accurately describe the role you are applying for and be able to detail why you will exceed the company\u2019s expectations in every way. Think of yourself as a product you are selling and let the interviewing team know how you will benefit them. \u201cI\u2019m a great salesperson\u201d is nice, but \u201cI have exceeded my sales goals for the last 16 months and counting\u201d is better.<\/p>\n\n\n\n<p><strong>Don\u2019t: Misunderstand the job or your own abilities<\/strong><\/p>\n\n\n\n<p>If you don\u2019t get the company\u2019s approach to selling or you can\u2019t fully describe how your own talents and abilities will benefit them, you\u2019re missing out. Being able to describe the benefits of any product \u2013 including yourself\u2014is a key part of selling; miss out on this opportunity and another, savvier salesperson will snag the job instead.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Be_Prepared_to_Give_Examples\"><\/span>3.&nbsp;Be Prepared to Give Examples<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Most sales interviews will include questions about not only your personal approach to sales, but how you\u2019ve tackled selling challenges in the past. A recent piece in Forbes directed at those wishing to hire star sales people&nbsp;<a href=\"https:\/\/www.forbes.com\/sites\/kensundheim\/2014\/04\/17\/great-interviewing-tips-to-make-a-killer-sales-hire\/#2a7c183479a1\">advised the interviewers to ask about times the process went wrong<\/a>&nbsp;\u2013 and to learn what the subject did to get back on track. Failing to answer this question fully could hurt your chances.<\/p>\n\n\n\n<p><strong>Do: Be prepared to provide examples of situations using the STAR model:<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Situation (set the scene)<\/li><li>Task (your role or what was required)<\/li><li>Action (what you did)<\/li><li>Result (the outcome, hopefully a positive one)<\/li><\/ul>\n\n\n\n<p>The STAR approach is ideal for storytelling in an interview situation, since it distills an incident down to its most basic facts and allows you to tell an interesting but concise tale. Have a few examples in mind and ready to tell before going into the interview.&nbsp;<\/p>\n\n\n\n<p><strong>Don\u2019t: Get caught unaware by the question or worse. provide an example but no solution\/result.&nbsp;<\/strong><\/p>\n\n\n\n<p>Giving complete examples not only shows that you have handled situations and challenges well in the past, it also showcases your communication skills. Resist the temptation to ramble or stray from the tale you are telling or omit the end when faced with a STAR type query.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Dress_for_Success\"><\/span>4.&nbsp;Dress for Success<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>More than a buzzword, dressing to fit in with the company culture and the existing sales team makes it easy for your interviewers to picture you as an employee and can help move you one step closer to your dream sales job.<\/p>\n\n\n\n<p><strong>Do: Dress to Match the Company Culture and Brand<\/strong><\/p>\n\n\n\n<p>Dressing appropriately is important for any position, but it is critical for a sales spot. Why does it matter so much? You, if you secure the job, will become the face and embodiment of the business when you visit clients. You\u2019ll literally be a living, moving and breathing impression of the brand.<\/p>\n\n\n\n<p>What does your look say about the brand? If you\u2019re dressed less than your best or in a way that doesn\u2019t really work with the company\u2019s brand, culture and values, you could miss out, regardless of how well you field the tough questions.<\/p>\n\n\n\n<p>Include clothing and style in with your research about a business \u2013 if they\u2019re local, try to get a glimpse of what their existing sales team wears. Use this information to model your look for the interview and to blend in well when you secure the job.<\/p>\n\n\n\n<p><strong>Don\u2019t: Take Risks with your Clothing<\/strong><\/p>\n\n\n\n<p>That tie with the \u201cfunny\u201d political quip about conservatives may not go over well with your interview at a known conservative brand, while an overly formal approach won\u2019t gain you any fans at a more relaxed company known for its quirky sense of humor.<\/p>\n\n\n\n<p>If you\u2019ve ever seen the movie Stepbrothers, you will understand the way clothing changes perceptions; the brothers show up for interviews dressed (or overdressed) in tuxedos and hilarity ensues. It\u2019s funny on the big screen, but a mismatch in the way you dress and the company culture could cost you the position you want.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"5_Close_the_Deal\"><\/span>5.&nbsp;Close the Deal<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>You don&#8217;t need to be aggressive, but you do need to make an attempt to close, even if you just ask about the next steps. Closing is a key part of the sales process, and if you neglect to actually ask for the job or for a follow up, you&#8217;ll be missing out.<\/p>\n\n\n\n<p><strong>Do: Keep Closing in Mind<\/strong><\/p>\n\n\n\n<p>Using trial or mini-closings and getting the interviewer to say &#8220;yes&#8221; throughout the session will help differentiate you from others in the process, who are thinking &#8220;job interview&#8221; not &#8220;selling opportunity.&#8221;<\/p>\n\n\n\n<p><strong>Don&#8217;t: Be Overly Aggressive<\/strong><\/p>\n\n\n\n<p>Some businesses love a salesperson who follows the ABC formula (Always Be Closing), but some prefer a softer approach. Don&#8217;t be overly aggressive in your efforts if you are not 100% certain which category this potential employer falls into.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"The_Bottom_Line\"><\/span>The Bottom Line<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Do your research and be prepared to tell your story and you\u2019ll be able to rise to the challenge of the sales interview. Taking the time to prepare in advance could be the difference between landing the job and continuing your search elsewhere.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Hiring season is here, and it\u2019s you\u2019re chance to show off your skills and really shine. You may be one in a million, but you could be competing with dozens of others to secure the sales job you\u2019ve been dreaming of. The right preparation and an idea of some of the elements that are commonly&#8230;<\/p>\n","protected":false},"author":167,"featured_media":10424,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1496,1057,1167],"class_list":["post-10423","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-hiring-and-recruitment","tag-professional-development","tag-sales-tips"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 Essential Sales Interview Tips to Help You Close the Deal | Sandler Training<\/title>\n<meta name=\"description\" content=\"Hiring season is here, and it\u2019s you\u2019re chance to show off your skills and really shine. 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