Phone Sales Interview Questions

(How to Win the Phone Sales Interview)

Introduction to Sales Phone Interview Questions

Many sales interview processes between with a phone interview. This is especially true with entry level sales positions or positions that require a lot of phone interactions. Although this first interview is often a knock out step to weed out candidates it still represents that first impression that you make with a potential boss. In addition to giving sales managers their first impression of you, they help the manager assess a candidate’s sales skills, experience, and fit with the company’s culture. In this article, we will provide an overview of the right mindset to bring to the phone sales interview and share common sales phone interview questions.

Sales interview questions can be categorized into several types, including:

• Common Sales Interview Questions: These are general questions that are commonly asked in sales interviews, such as “What are your strengths and weaknesses?” or “Why do you want to work in sales?” These questions help hiring managers gauge your self-awareness and motivation for pursuing a sales career. If you have the time, we suggestions reviewing our 26 Sales Interview Questions guide.
• Behavioral Questions: These questions ask candidates to provide specific examples of past experiences and behaviors. For instance, “Tell me about a time when you overcame a difficult objection” or “Describe a situation where you had to work with a difficult customer.” Behavioral questions are designed to understand how you have handled real-life sales scenarios and challenges in your previous positions.
• Situational Questions: These questions ask candidates to imagine themselves in a hypothetical sales scenario and describe how they would handle it. Examples include “What would you do if a customer asked for a discount?” or “How would you handle a rejection?” Situational questions assess your problem-solving skills and ability to think on your feet during the sales process.

The exact approach a hiring manager will take depends on the individual so it’s important to be prepared to answer each type of question.

In addition to sales interview questions, hiring managers may also use other assessment tools, such as role-playing exercises or sales simulations, to evaluate a candidate’s sales skills. These tools provide a practical demonstration of how you handle sales calls, objections, and closing deals.

So let’s get to how to prepare for a telephone interview.

Prepping to Win the Phone Sales Interview

• First things first – the purpose of the phone sales interview is to get an in-person interview. It is impossible for you to accurately measure an opportunity’s fit via the phone so leave your evaluation of the company to future interview steps. Focus on winning the interview and getting the next step set up.
• Write down any questions that you want to ask in advance. Have the list in front of you, along with a pad of paper and pen for notes. Take advantage of the fact that they can’t see you.
• Put a suit on if it makes you feel more professional.
• Go to a room where you will not be disturbed by any noises or distractions.
• Block out an hour even if you are told it will only be a 30-minute call (better safe than sorry).
• Remember that one of the reasons many managers start with a phone interview is to see how well you will come across to their clients on the phone.
• Do your research on the company and the industry. Spend about 30-60 mins on the web prior to the interview. Know why you are interested in the company/position, what they do, and how you can help them do it better.
• Know yourself. This is more important than what you know about their company because they are hiring salespeople, not researchers. Sales candidates should also understand the role they are applying for.
• Have your resume directly in front of you. It’s a bad look if you get dates or facts wrong. Write out your sales performance out year by year and know your #s from your previous position!
• Are you ready to answer standard sales interview questions? Review our list of top sales interview questions with examples of how to answer them. It’s also crucial to understand the sales job you are applying for.
• Be prepared for situational questions such these: Tell me about your greatest accomplishment, greatest sale, toughest sale, the biggest sale you lost, and so on. Our quick guide, How to Answer Sales Situational Interview Questions, gives you a simple framework to ace these questions.
• Anticipate questions. If you have a gap in your resume or a short stint at a company, you can bet the interviewer will ask you about it. Be prepared.

During the Phone Sales Interview:

• Stand up! It allows for a greater flow of air through your lungs, and your voice will sound better.
• Smile. You know the old adage that you can “hear a smile through the phone.”
• The 3 Es – Energy, Enthusiasm, and Excitement. Convey your energy via the phone. Remember that your voice is all that you have over the phone.
• When they ask if you have any questions be ready with a few strong ones such as: How long have you been with xyz company? What enticed you to come to work here? What keeps you here now? What are the strengths of the company? What are the weaknesses? Ask a few company questions that show you are in it for the long haul, such as: What is going to keep your company competitive in the future? What are the career opportunities in the future? Where do you see the industry going? Never ask questions about salary or benefits (those are questions to be answered after they have established their interest in you). Use this portion of the interview to lead into your close. For a more complete guide to closing questions, read Smart Questions to Ask at the End of the Interview.
• Always ask for the next step unless they already gave you a concrete time and date for the next interview. Understanding the role’s expectations is crucial for your success in the new position.
• Prior to closing, ask for and uncover any hesitations the hiring manager may have. It might be a simple misunderstanding, or it might be a concern you can easily handle. Demonstrating how you handle objections is a key trait of a good salesperson. Overcome it, then ask them for the next step.
• Final tip – have fun!

Post the Phone Sales Interview:

• Send an email thank you letter the same day to show your follow-up skills, interest, and professionalism. To help, we created an Interview Follow Up Email Template. Be sure to spell-check your e-mail and have someone check your grammar. Remember, new hires are often evaluated on their follow-up skills, so this is a crucial step.
• Establish a day that you will call to follow up and then follow through. Effective follow-up is essential for sales team members, as it demonstrates reliability and commitment to team-based goals.

Good luck with winning your phone sales interview!