Why is it that we can feel fantastic about some purchases we make, and negative about others? Sometimes our feelings are swayed by how much the product or service costs, how it performs, and how easy it is to fix if something goes wrong.
If we dig a little deeper, we can see that all of these factors are linked to our expectations for the product or service before we buy – and by extension, to our experience with the salesperson who helped us make our choice.
Having an effective sales team is critical to a company’s success. In some cases, these are the only individuals with whom a new client will interact. Yet, good sales people can be very difficult to find. They need to be knowledgeable, confident, and patient, while also reflecting and upholding their employer’s values.
Here are four great interview questions to ask candidates for sales positions to help you find the right person for the job:
- Tell me about a time you had to respond to a difficult or challenging customer request – how did you respond and what was the outcome? This question will help you find out if a candidate can maintain a calm presence with challenging customers. Do they believe the customer is always right? Can they stay focused on meeting your clients’ needs, even if someone is angry or critical? How do they diffuse tense situations? Find out their methods for dealing with stressful situations.
- What strategies do you use to build customer relationships? This is a great question to reveal how candidates feel about their clients and prospects. Do they treat them like partners? Do they focus on long-term possibilities and look for repeat business? Do they go beyond the business transaction to find out personal details, such as birthdays, children and hobbies? The answer to this question will help you figure out how candidates will make your customers feel appreciated.
- Describe a time you went above and beyond for a would-be customer. This question can help you discover how a potential new hire will work to close a deal. Will they always be on the look out for ways to exceed client expectations? How will they handle special requests? Keep in mind that you may come across a candidate who tries too hard to please. While great service is critical, going above and beyond for a prospective client shouldn’t have a negative affect on the bottom line.
- How do you build trust with customers? Trust is something companies value because it is key to long-term relationships. Find out how each candidate defines trust and what actions they believe contribute to trust. Do they give examples that reflect a positive, customer-first attitude?
If you’re ready to find a new sales or customer service team member, contact Hiregy today. We specialize in sales and customer service roles, as well as finance, accounting, and administrative/clerical positions.