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You must understand how candidates respond to specific, complex B2B sales challenges and scenarios. Ask them these 15 interview questions to determine if their actions, responses, and behaviors align with your expectations. Have you ever lost a sale or a customer? How did you improve and what did you learn? Have you ever had to manage a sales territory? Describe a time when you had a conflict with another member of the sales team. How did you solve it? Describe a time when you thought of a unique solution to a prospect's problem. How would you handle a situation where your customer thinks the price is too high? What would you do if a potential customer you've built a relationship with doesn't have the right level of authority to decide a purchase? If you receive a request for proposal from a company you know nothing about, how would you create an appropriate strategy? Have you ever had a sales leadership role? Describe your experience. Describe a time when your organization was losing to a competitor, but you outperformed them. Have you ever taken a risk during your sales career? They give you negative feedback about your sales process.
How do you respond? If you had to sell me our product, how would you approach this? What information do you need before scheduling a meeting or call with a prospect? How would you obtain the necessary information? A prospect rejects you. How do you respond? How would you gather more information about a new technical product that our organization offers, to sell its unique features? 5 Situational B2B Sales Interview Questions and Answers Below, we've selected five situational interview questions and provided guidelines to help you evaluate applicants' responses during the interview. 1. You've been given negative feedback about your sales process. How do you respond? Applicants should always be open to accepting feedback and looking for ways Brazil Phone Number Data to improve their skills. It's not easy to receive negative feedback and act on it. Can your candidates show how they have improved their sales process thanks to feedback from others? 2. Describe a time when you had a conflict with another member of the sales team. How did you solve it? B2B sales reps frequently collaborate with other team members to create strategies, but disagreements can arise.
Do your candidates have the communication skills necessary to handle disputes and work effectively as a team? 3. Have you ever lost a sale or a customer? How did you improve and what did you learn? It is not possible to retain all customers or close all sales. Candidates should learn from setbacks and be able to explain how they improved their sales skills. Perhaps your applicants recognized that meeting their clients' requirements is critical or that frequently following up with clients is vital. Look for candidates who have learned from lost sales. 4. What information do you need before scheduling a meeting or call with a prospect? How would you obtain the necessary information? Applicants should recognize that vetting prospects is critical. Can you explain that obtaining a prospect's professional information is important? Do they recognize that using LinkedIn and researching the prospect's organization is an important step in understanding their needs and making a successful sales presentation? 5. How would you gather more information about a new technical product our organization offers, to sell its unique features? Ask candidates this question to learn how they would research the features of your product.
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