If you’re looking for a job within the sales or the marketing field, chances are you’ve probably encountered a mock sales call during the interview process. While intimidating, these mock calls offer you the opportunity to showcase your selling skills and secure the job or move onto the next round of interviews. These calls allow the employer to learn your selling techniques, personality and fit within the role. The following techniques will help prepare you for a mock sales call so you get one step closer to a career in sales.
Prepare and Research
Just as you would for any other interview, be sure to prepare and research before the start. Brush up on any information the employer has given you regarding the sales scenario, buyer and competitive landscape. Ensure you are familiar with the organization and product as it is likely that the hiring manager will have you sell an existing product offering. Familiarize yourself with the company’s website and learn more about the product or service’s basic features, benefits, and competition.
Treat the Mock Sales Call like a Real Sales Call
While the hiring manager does not expect you to know as much about the product and company as an experienced sales rep, it is still important that you treat the mock sales call as you would an actual sales call. Never lie or make up facts in response to questions or objections. While it is important that you have a basic understanding of the product offerings, be sure, to be honest, and explain that you aren’t certain of a particular answer but will get back to the buyer at a later time. Be sure to practice and maintain a level of poise and professionalism during the call.
Qualify the Buyer and Ask Questions
One of the first steps to a sales call is to qualify the buyer. This is to ensure the caller is interested and ready to buy. Ask basic qualifying questions to understand the buyer’s needs and ultimately relate them to the product you are selling. Learn more about the buyer’s decision-making process, challenges, and timeline. Make sure not to fall into the common mistake of going straight into selling. It is essential that you learn as much as you can about the buyer by asking questions and building rapport, ultimately building a stronger connection and making you more likely to close the sale. Make sure to follow the golden rule of listening, stating that a sales rep should spend 80% of the conversation listening and only 20% talking. In recent research done by Sales Hacker, analyzing over 25,000 B2B sales conversations, it was found that the longer a customer can talk with little to no interruption, the better the close rate.
Prepare for Objections
It is almost a given that your interviewer will respond with objections to see how you react. Familiarize yourself with common sales objections and how to best respond. These will likely include price, fear of change, trust and timing. Make sure that you let the customer voice their concerns and determine how to best address them.
Close and Follow-Up
Don’t be afraid of rejection and be sure to ask for the close at the end of the call, if appropriate. If the buyer is hesitant, try scheduling a follow-up call or another date to get in contact. By asking for additional information such as the prospect’s mailing or email address to send additional information, you will show the hiring manager your initiative and determination to make the sale. In such mock sales calls, it is also not uncommon for the hiring manager to give you a second attempt with a new scenario so, ensure that you are prepared.
While preparing for your next sales interview, make sure that you practice and familiarize yourself with common objections and how to respond. By treating the mock sales call like a real sales call and following these techniques you will impress the hiring manager and showcase your skills!
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