Top 20 Interview Questions & Answers for Sales Specialist Roles – 2021

Looking for a job as a sales specialist? These top 20 interview questions and answers will help you demonstrate your sales skills, customer service abilities, and problem-solving mindset. Whether you're applying for a position in retail sales, business-to-business (B2B) sales, or any other type of sales role, these questions will cover all key areas of the job.

General Questions

• 1. Tell me a little bit about yourself.
  As a professional sales specialist, I have a strong track record of exceeding sales goals and building strong relationships with customers. I am enthusiastic, results-driven, and always looking for ways to improve and grow in my role.
• 2. What sparked your interest in sales?
  I have always been a natural communicator and have a passion for helping people find solutions to their problems. I find the variety and challenge of sales exciting and rewarding.
• 3. How do you prioritize your tasks and responsibilities?
  I prioritize my tasks by first determining their level of urgency and importance. I then set realistic goals and deadlines for each task and make sure to follow through on them. I also regularly review my priorities and make adjustments as needed.
• 4. How do you handle rejection in sales?
  I understand that rejection is a natural part of the sales process and try not to take it personally. Instead, I use it as an opportunity to learn and improve my approach. I also focus on the positive, reminding myself of successful sales I have made and the value I bring to my customers.
• 5. How do you stay motivated in a challenging sales environment?
  I stay motivated by setting clear goals for myself and constantly reminding myself of the impact I can make through sales. I also seek support and guidance from my team and take breaks to recharge when needed.

Behavioral Questions

• 6. Tell me about a time when you had to adapt your sales approach to meet the needs of a specific customer.
  During my time at XYZ Company, I had a customer who was hesitant to purchase our product due to budget constraints. Instead of pushing for a sale, I listened to their needs and suggested a more cost-effective solution that still met their needs. This approach not only helped me close the sale, but also built trust with the customer.
• 7. Give an example of a time when you had to overcome objections from a customer.
  In one instance, a customer was concerned about the quality of our product. I was able to address their concerns by providing them with data and testimonials from satisfied customers, as well as offering a free trial period. This helped alleviate their doubts and resulted in a successful sale.
• 8. Can you tell me about a particularly challenging sale you made and how you overcame the challenges?
  At my previous company, I was tasked with selling a new and unfamiliar product to a well-established client. I faced resistance and skepticism, but I spent extra time researching the product and its benefits, and creating a detailed presentation to address their concerns. In the end, I not only closed the sale, but also secured a long-term contract with the client.
• 9. How do you handle difficult or demanding customers?
  I remain calm and professional, listen actively to their concerns, and attempt to find solutions that meet their needs. I also communicate clearly and set reasonable expectations to defuse any potential conflicts.
• 10. Tell me about a time when you had to collaborate with colleagues to achieve a goal.
  Working in a team is crucial in sales, and at my previous company, I collaborated with my colleagues to reach a challenging sales goal. We held regular meetings to share strategies and support each other, and ultimately exceeded our target by 20%.

Situational Questions

• 11. How do you handle a situation where a customer is dissatisfied with the product or service provided?
  I would first apologize for the inconvenience and acknowledge their dissatisfaction. Then, I would inquire about the specific issue and offer a reasonable solution, such as a refund or free replacement. I would also follow up to ensure their satisfaction and address any further concerns.
• 12. What would you do if you were unable to meet a sales target?
  I would review my approach and make necessary adjustments, seeking guidance from my team or superiors if needed. I would also explore new potential leads and strive to improve my performance in the coming sales period.
• 13. How would you handle a customer who is not yet ready to make a purchase?
  I would emphasize the value of the product or service to the customer and explore any specific concerns or objections they may have. I would also offer to stay in touch and provide information or assistance when they are ready to make a decision.
• 14. What would you do if a customer asks for a discount or special deal?
  I would explain the company's policies and pricing, and highlight the value of the product or service. If possible, I would offer a compromise, such as a limited-time discount or additional benefits, to close the sale without compromising on the overall value of our offering.
• 15. How would you handle a situation where a potential customer expresses interest, but has concerns about the price of the product?
  I would emphasize the unique benefits and value of the product that justify the price. I would also offer to provide a detailed breakdown of the pricing and discuss any payment plans or financing options that may be available.

Technical Questions

• 16. Can you explain a sales technique or strategy you have used successfully in the past?
  One successful technique I have used is building rapport with the customer by actively listening and showing genuine interest in their needs. This helps establish trust and a positive relationship, making the sales process smoother.
• 17. How do you handle creating and maintaining a sales pipeline?
  I regularly research and gather leads, maintain a database, and prioritize based on potential value and urgency. I also regularly follow up on leads and track progress using sales software or tools.
• 18. What strategies do you use to close a sale?
  I use persuasion techniques, such as highlighting the unique benefits of the product, addressing any objections, and creating a sense of urgency through limited-time deals or special offers. I also emphasize trust and the value of the relationship with the customer, rather than just the immediate sale.
• 19. How do you stay updated on industry trends and developments?
  I regularly attend conferences, seminars, and webinars related to the industry and read industry publications and blogs. I also keep in touch with colleagues and follow related social media accounts.
• 20. What do you consider the most important skills for a successful sales specialist?
  The most important skills for a successful sales specialist are excellent communication and interpersonal skills, the ability to build relationships, adaptability, strong problem-solving and negotiating abilities, and a passion for sales and meeting customer needs.