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Sales interview guide for graduates. Part V

Posted by: Daniel Robinson
30/03/2016

The previous weeks we started talking about the Sales Interview Process for Graduates and we went through the "Interview Basics - Part I" , the "Questions to consider before your interview - Part II and Part III & Part IV"

At some point during the interview process you may be asked to demonstrate your knowledge of the sales process. Your interviewer is unlikely to be looking for the finished article, they are simply looking to see if you have a natural understanding of the core basics of a sales process. These basics can be summarised as:

  • Effective Questioning
  • Confirmation/Summary
  • Pitch
  • Close

For the purpose of demonstration, we refer to an example of ways in which you could sell a pen ("sell me a pen" is the most often used question during an interview process)

Effective Questioning

The first stage of any sales process is to find out as much as you can about the buyer and what they are looking for (their "Needs"). Therefore, you need to ask relevant questions to establish their problem and to determine the best solution.
For example: if I told you I wanted a nice car that was quick you could suggest a number of options from Porsche, Mercedes, BMW, Lotus etc. If you however asked me lot of questions and found out I want a fast car from Italy, that is luxurious and red, you will probably be able to narrow down my ideal car to a Ferrari!
With regard to our "pen" example: what type of pen are you looking for? Describe you ideal pen? What don't you like about pens? Anything in particular you are looking for in a pen? How many pens are you looking to buy? What is your budget?

Confirmation/Summary

The next stage is to summarise what you have ascertained from your questioning in order to be sure you haven't missed anything or made an incorrect assumption. It also gives the person you are selling to an opportunity to add any other requests you can think of.
Example; “so Bob, you want a black pen that is a fountain pen made out of metal and made by Parker. You want it to take large cartridges and for it to cost £30 etc”

Follow us tomorrow to find out the Pitch and Close basics!

 

 

 

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