Now that you have mastered the sales approach, it is time to convert your prospect into a client. A successful sales interview will require you to use a defined interview sequence.
Sales is all about building relationships. It is the process of finding and developing new customers, and of maintaining relationships with current customers. Let’s walk through the construction of an interview process that will make you a master salesperson.
What is a Sales Interview?
A sales interview is a process where a salesperson tries to establish a relationship with a potential customer, in order to convince them to buy a product or service. The goal of the interview is to discover the prospect’s needs and desires and to show them how your product or service can satisfy those needs. Sales interviews can be done over the phone, in person, or online.
The sales interview is the most important step in the sales process. It is your chance to make a good first impression and to begin building a relationship with the prospect. The interview is also your opportunity to learn about the prospect’s needs and to see if there is a fit between those needs and your product or service.
A Planned Interview Process
A planned interview offers these advantages:
- It leaves you free to devote attention to the method of delivery, timing, voice inflection, and other important details rather than groping for words.
- A planned interview process allows you to be an effective listener. Good interview questions help you not just understand a prospect’s business, but also their objectives, challenges, and how they make decisions.
- A planned interview process saves time for both you and the prospect. You know what you want to ask, and the prospect knows what to expect. This also allows you to control the conversation better, which is essential when trying to extract information from someone who may not be forthcoming.
- A planned interview process covers all of the points, leaving no gaps and ensuring a smooth, complete interview. By doing this, you will increase the chances of reaching a decision that everyone can agree with.
A planned interview process is a major key to your sales success. The first step in delivering a successful sales interview is to plan the process. This allows you to focus on the important details of the delivery, such as your tone of voice, method of approach, and the timing of the interview. It also allows you to fine-tune the elements of your presentation that are most effective.
When you have a plan, you can also devote more attention to building a relationship with the prospect. You will be able to listen more carefully to what they are saying and look for clues about their needs and desires. This will help you determine if there is a fit between their needs and your product or service.
Perfecting the Interview Process
The key to a successful sales interview is to perfect the process. This means that you need to plan the interview carefully and make sure that you cover all of the important points. You also need to be an effective listener, so that you can understand the prospect’s needs and desires.
When you have a well-planned interview process, you will be in a better position to control the conversation. This will help you extract information from the prospect and increase the chances of reaching a decision that everyone can agree with.
A successful sales interview requires preparation and practice. By following a well-defined process, you can deliver a presentation that is both informative and persuasive. Follow these guidelines when preparing for your interview:
- Create a sales interview outline.
- Memorize key points and where they fit into your presentation.
- Record it. Listen to it. Improve it. Record it again and again until it feels and sounds natural.
- The interview process should flow like a conversation. If the conversation doesn’t flow the way you intend, use your creativity to shift the “conversation” to restate your idea to elicit the response you desire.
- Appropriately use tools that will help to magnify your message. Charts, graphs, and other illustrations, if used at the right time and in the right manner, will help to magnify the message you are sending. Also, use testimonials where and when appropriate.
- Master the interview process by memorizing, word-for-word, the interview process. This will provide you added structure and confidence when sitting face to face with your prospect and will establish your credibility and trustworthiness.
- Grade yourself. After each interview rate yourself on the interview. Continue to improve your presentation until you have mastered it, then improve it more.
By following these guidelines, you can perfect the sales interview process and increase your chances of success.
The key to a successful sales interview is to perfect the process. This means that you need to plan the interview carefully and make sure that you cover all of the important points.
7-Step Master Salesperson Interview Process
The 7-step master salesperson interview process is a proven way to close more sales. The process begins with the introduction and ends with the close. In between, the prospect is led through a series of smaller sales or qualifying events. When you have successfully completed all six steps, the inevitable result is a closed sale.
Step One: Rapport, Credibility, Trust. (Relationship Building)
- Rapport – Rapport can be built quickly by mirroring the prospect’s posture and vocalizations, and by finding common ground. Demonstrating an understanding of the prospect’s needs will further solidify the rapport and lay the foundation for a successful sale.
- Credibility – Credibility is essential in the sales process. Establishing credibility with your prospect is key to getting them to trust you and, as a result, buy from you. There are a few things you can do to build credibility early on in the sales process: Mention your work experience, education, or background. Talk about your successes and how you were able to help previous clients. Use third-party testimonials to back up your claims.
- Trust – Trust is an essential part of the interviewing process. Without it, information is vague and incomplete, and it’s difficult to determine whether or not a prospect is a good fit for your company. Trust is built through rapport and credibility; it cannot be established quickly or instantaneously. It’s an ongoing process that requires probing questions and a willingness to listen to the answers. If the prospect indicates a high level of trust, you can proceed with the interview. If not, you’ll need to explain the reasons behind your questions and how the prospect’s answers will help you determine if he or she is a good fit for your company.
Step Two: Where and Who?
When it comes to selling a product or service, identifying the where and who is essential. You need to know not only who your target market is, but also where they can be found and what needs they have that your product or service can address.
Sometimes, the prospect has a very limited view of the potential uses for your product or service. It’s your job as the salesperson to expand their thinking and show them all the different ways in which your offering could be used. This can help to create a broader picture of the product or service in the prospect’s mind, making it more likely that they will want to buy.
Here are some questions to ask in order to get a better understanding of the where and who:
- Where do you envision using this product or service?
- Are there any other potential applications for it that we haven’t discussed?
- Who will be using this product or service?
- What needs do they have that your product or service can address?
By asking the right questions, you can get a better understanding of the where and who. This information will be essential as you move forward in the sales process.
Step Three: What?
The third step in the sales process is to determine what the prospect wants and needs. You need to understand what they are looking for, and then find a way to connect that with your product or service.
Some salespeople make the mistake of trying to sell their product or service before understanding what the prospect wants. This can be a huge mistake, as it often results in the prospect losing interest.
It’s important to take the time to understand what the prospect is looking for and to find a way to connect that with your product or service. By doing so, you increase the chances of making a sale.
Here are some questions you can ask in order to determine what the prospect wants:
- What are you looking for in a product or service like this?
- What are your top priorities?
- What are your biggest concerns?
- Is there anything we haven’t talked about that you would like to know?
By asking the right questions, you can get a better understanding of what the prospect wants and needs. This information will be essential as you move forward in the sales process.
Step Four: Why?
Now that you know what your prospect wants, it’s time to find out why they want it. Knowing the reason behind a desire is important because it can help you close the sale. People buy for their own reasons, not yours, so understanding what drives your prospect is essential to creating a solution that satisfies their needs. In order to uncover these motivations, ask questions that get to the heart of why the prospect wants what they want.
- What are their reasons?
- What is driving this desire?
- What are they hoping to gain by filling this need or want?
The more you understand about your prospect’s motivations, the easier it will be to help them achieve their goals.
Asking why can be difficult, because many people don’t like to reveal their true motivations. They may be afraid of sounding selfish or they may not even be aware of their own reasons. Be patient and persistent in your questioning and eventually you will uncover the reasons behind the desire. Once you know why your prospect wants what they want, you can begin to craft a solution that meets their needs.
Step Five: Value
Value is one of the most important factors when it comes to making a buying decision. To create value, ask your prospect to help you list all the potential benefits to be gained through your product or service. Quantify value by asking follow-up questions. Getting your prospect to verbalize this value is very important. A real value received at this step in the interview process will help provide your prospect with a logical justification to buy.
By taking the time to understand what your prospect values, you’ll be in a much better position to provide them with a solution that meets their needs. When you can show your prospect that your product or service can provide them with a real benefit, you’ll be one step closer to making the sale.
Step Six: Urgency
Urgency is key in any sale. If the prospect does not feel a sense of urgency, they are likely to either stall or object at the end of the process. This is especially true if there is no immediate need for your product or service. The most effective way to create a sense of urgency is to ask the prospect why they should buy now. What are the reasons behind their value? If the prospect cannot provide a strong answer, you might offer some sort of impending event. Creating urgency is essential in closing a sale.
Step Seven: Close
Closing the sale is the final step in the process of selling a product or service. It is important to remember that the close is not a magical process, but a logical conclusion to the sales interview. The goal of the close is to fill the needs of your prospect identified in earlier steps of the process.
To close the sale, begin by saying something like, “let’s see what we need to do to get this process underway”. From this point, continue to close with the assumption that the prospect will buy. Closing questions built around a presumed sale will help the prospect visualize the benefit of your product or service and avoid dwelling on cost, cash outlay, or other reasons to hesitate.
If you have followed the steps outlined in this guide, then you are well on your way to making the sale.
The sales process can be difficult to navigate, but if you follow the steps outlined in this guide, you should be able to close the sale when the prospect is ready. Keep in mind that the overall psychology of the process should not be violated. You should not attempt to create urgency immediately after establishing rapport.
If your prospect expresses a desire to move ahead with your product or service, you can dispense with the next six steps and move ahead to the close. By following this guide, you will be able to successfully navigate the sales process and close more sales.
Preparation for the Sales Interview
The best way to prepare for a sales interview is to have a clear understanding of the prospect’s needs. By asking questions and listening carefully, you can identify what your prospect wants and needs. Armed with this information, you can then begin to create a solution that meets their needs.
To prepare for the sales interview, you should also be aware of the prospect’s buying process. By understanding how the prospect makes decisions, you can better frame your product or service as a solution to their needs.
Finally, it is important to be prepared psychologically for the interview. This means having confidence in your product or service and in your ability to sell it. You should also be dressed neatly and have all the relevant information ready to go.
By being prepared, you will be able to put your best foot forward and give the prospect a positive impression of you and your product or service.
Focusing on the Prospect’s Self-Interest
Salespeople need to be aware of what their prospects are interested in, in order to sell them what they want. It’s not enough just to know what the product is or what it does. You need to be able to convince your prospect that they need the product and that it will benefit them in some way.
One of the best ways to do this is to focus on the prospect’s self-interest. Show them how the product will make their lives easier, save them time or money, make them look better or feel more confident, or give them some other advantage. If you can make the prospect feel like the product is something they need, they’re much more likely to buy it.
Clothing salespeople, for example, don’t sell clothes – they sell style, quality, appearance, prestige, self-confidence, or a combination of all. And tourist agencies don’t sell plane tickets – they sell romance, adventure, and excitement.
By focusing on the prospect’s self-interest, you can make them see the value in your product and convince them to buy it.
Ensuring Favorable Conditions
Making a good first impression is key to establishing a successful relationship with a potential client. It’s important to be prepared for any situation, even if that means rescheduling an appointment to ensure that you have the opportunity to tell your story in a favorable setting. Being calm and professional, even in the face of interruptions, can help to put your prospect at ease and create a positive relationship. By being prepared and professional, you’ll give yourself the best chance of turning a prospect into a valuable client.
Adding Interest to the Sales Interview
One way to ensure that a sales interview remains interesting is to add variety to the conversation. This can be done by asking questions that go beyond the basics, using visuals to help explain your product or service, or even demonstrating how the product works.
Another way to add interest is to focus on the prospect’s needs and interests. Show them how the product will benefit them in some way, and they’ll be much more likely to buy it. Being prepared and professional will also help to keep the interview interesting.
A sales interview is a process by which a salesperson attempts to establish a business relationship with a potential client. The goal of the interview is to convince the prospect to buy what the salesperson is selling. There are several steps that can help make the interview successful: preparation, establishing favorable conditions, asking questions, adding interest, and focusing on the prospect’s self-interest. By following these steps, you’ll give yourself the best chance of making a sale.