Your learning will help you to ace your sales interview and boost your success in landing your dream job.
What You Will Learn
Get tips and advice for handling any job interview challenge.
Understand best practises for acing your interview.
How to avoid the common interviewing mistakes
Develop response to the most commonly asked interviewing questions- and how to answer them
brilliantly with our sample answers.
Learn proven processes to prepare for your next interview.
Gain insight into the interviewers strategy.
Identify nervous habits and improve your non-verbal performance at the interview.
Present as a confident executive salesperson.
Design smart questions to ask during and after the interview.
Learn how to finesse the dreaded “Sell Me The Pen” exercise.
Discover the strategies to create a great first impression.
And much more…
Select each section in any order that best suits your learning needs.
This exercise will help you discover your starting point for personal development and design a unique action plan to master all sales behaviours.
The behavioural checklist is designed to assist you to:
The selling skills checklist features 10 sales behaviours that are vital to operate at peak performance in today’s modern market place.
A) Click the mouse on the left side numbers and read the sales behaviours relevant to that number.
B) Move the mouse over the rating number to view the 4 levels of competency for each behaviour.
C) Click the mouse in the appropriate section to rate yourself in each stage. The total rating will accrue
as you progress.
NB: Sales Graduates have access to the learning for these modules to “Fast Track” their value to
Any behaviour you do not understand, rate as “Not Yet Competent”
Behavioural Interviewing is a new style of interviewing that more and more organizations are using in their hiring process.
The basic premise behind Behavioural interviewing is this: the most accurate predictor of future performance is past performance in a similar situation. It focuses on experiences, behaviours, knowledge, skills and abilities that are job related. Traditional interviewing questions ask you general questions such as "Tell me about yourself."
The process of Behavioural interviewing is much more probing and works very differently.
Employers predetermine which skills are necessary for the job for which they are looking and then ask very pointed questions to determine if the candidate possesses those skills.
For example, if successful negotiation is necessary for a position, you may be asked to talk about an experience in which you were the lead negotiator as well as what you think makes a good negotiator.
To assess which skills the employer seeks, review the employer’s website, speak with their customers or associates who work in similar industries.
During a Behavioural interview, always listen carefully to the question, ask for clarification if necessary, and make sure you answer the question completely.
Your interview preparation should include identifying examples of situations from your experiences on your resume where you have demonstrated the behaviours a given company seeks. During the interview, your responses need to be specific and detailed.
Tell them about a particular situation that relates to the question, not a general one. Briefly tell them about the situation, what you did specifically, and the positive result or outcome. Your answer should contain these four steps (Situation, Task, Action, Result or "STAR") for optimum success.
Sample STAR story:
Situation / Task (S T):
Advertising revenue was falling off for my newspaper, the Weekly News, and large numbers of long-term advertisers were not renewing contracts.
I designed a new promotional packet to go with the rate sheet and compared the benefits of Weekly News circulation with other ad media in the area. I also set-up a special training session for the account executives with a marketing consultant who discussed competitive selling strategies.
We signed contracts with 15 former advertisers for full page ads and five for special supplements. We increased our new advertisers by 20 percent [quantities are always good] over the same period last year.
Behavioural questions can be difficult if you are not prepared. Always try to be conscious about what the interviewer is trying to find out about you by asking you a particular question. Setting up a mock interview with an experienced salesperson is an excellent way to practice.
10 Common Behavioural Interviewing Question examples:
Enter your response in the space below each question.
Describe a situation in which you were able to use persuasion to successfully convince someone to see things your way.
Describe an instance when you had to think on your feet to extricate yourself from a difficult situation.
Give me a specific example of a time when you used good judgment and logic in solving a problem.
As in most sales positions, your ability to persuade a customer that we have the best solution will play an important role in your success; can you give me an idea of how you would typically persuade a customer of your ability, to provide quality solutions and service?
By providing examples, convince me that you can adapt to a wide variety of people, situations and environments.
What I would like to discover now is how you would normally spend the day in your current position. Imagine that you have just completed a productive day selling, how would you describe your activities in that day?
Give me an example of an important goal that you had set in the past and tell me about your success in reaching it.
Tell me about a time when you had to go above and beyond the call of duty in order to get a job done.
Negotiating a win-win partnership with our customers is extremely important. Tell me how would prepare prior to going into a negotiation?
Discuss how you would
Give me an example of when you showed initiative and took the lead.
Tell me about how you typically prioritise your daily schedule.
Give me an example of a time when you used your fact-finding skills to solve a problem.