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Your sales interview is one of the most important sales of your career… and your destiny is tied to the hiring manager feeling confident that you can succeed in the role… that’s why you have to show up prepared for those complex interview questions.

To ACE your sales interview, your future employer needs to see your sales ability in action before, during and after… so let’s get ready for the what might be the most important sale of you career… your interview.

To ACE your sales interview, your future employer needs to see your sales ability in action before, during and after… so let’s get ready for the what might be the most important sale of you career… your interview.

As you now know, your ability to sell yourself during a sales interview is a direct display of your technical ability to be successful in the role. In other words, during a sales interview, your sales skills will be evaluated on your ability to sell yourself throughout the entire process.

That’s why it’s critical to employ all three steps of the InterviewACE format- Attitude, Connection, and Evidence. . In this breakout session, we’ll focus providing Evidence of your sales ability through answering behavioral event interview questions.
We’ll cover how to prepare… how to win… and what not to do… Let’s dig in…

The two most challenging types of interview questions you are likely going to be asked are behavioral-event and contrary-evidence interview questions...

While there are other types of questions you’ll get asked as well, these are the ones that most candidates mess up on.

Behavioral-Event Questions
Are interview questions in which the applicant is asked to describe a specific real life example in order to determine whether she is suitable for a position. Typically these questions are centered around a time when you succeeded at a specific type of activity

And, Contrary-Evidence Questions are
Probing, or follow-up questions to those standard behavioral-event questions that typically asks for examples of behavior that is different, or opposite, from the behavior already described. Typically these questions are centered around a time when you failed at a specific type of activity.

The key for both of these questions is that you sharing an actual example of something you actually did… not giving a hypothetical situation

Of course the interviewer is going to examine your responses to these types of questions very closely in an effort to determine if your previous behaviors display what she feels is needed to be successful in this new role

Now here’s the kicker, while interview questions are often based on previous behaviors, interviewers are also examining your current behavior during the interview.

What does that mean to you? It means that HOW you SAY the response is just as important as the response itself.

To perform well here, you need to prepare for multiple scenarios so you have the right example to share and so that you can provide the example without having to think too hard about it…

Let’s step out of the sales interview for a minute and imagine you were a commercial airline pilot that has flown for several years and your interviewer asked you “Tell me about a time when you were caught in really turbulent weather and how you handled it…”

Well, any pilot that has flown for a few years will have plenty of stories that they can ramble off about bad weather…

In fact, if a pilot hesitated and had a long pause before she answered, the interviewer might doubt that she has as much experience as she claims. And the same applies if the pilot just started speaking in hypothetical terms…

Going back to your sales interview… that’s why it’s important for you to respond quickly and smoothly to behavioral event interview questions.

If you don’t, the interviewer may feel as though you don’t have enough experience to succeed in this role—even if you actually do!

That’s why it’s critical for you to reflect and journal the wins and losses that you’ve experienced that best reflect the job description you’ve researched. Consider big and small projects as the interviewer will ask you about various scenarios.

And if you’re interviewing for your first sales position, it’s okay if your experience isn’t from a formal sales role… you’ll just need to show how you have displayed the specific behaviors in other types of scenarios… we’ll go through an example of this later..

Many candidates have told me that before they started preparing the right way for their interviews, they would get stuck on these types of questions…