How do you build trust with a prospect you have just met?
What the interviewer wants to hear
- Prepare and show you understand their business
- Listen more than you talk
- Be honest, including about what you cannot do
- Follow through on small promises
- Add value before asking for anything
Model answer
Trust starts with preparation. If I already understand their industry and company, the conversation is about them, not me. In the meeting I ask open questions and listen carefully, summarising what I hear so they know I understood. I am honest about fit: if our product is not right for part of their need, I say so, which actually increases credibility. Small promises matter a lot, so if I say I will send a case study by Thursday, it arrives by Thursday. I also try to give value before asking for anything, such as sharing a benchmark or introducing them to someone useful. Over a few interactions, that reliability is what turns a stranger into someone who takes my calls.
Can you answer it under time pressure?
Take a timed easy round and get scored on every answer.
More easy Business Development Manager questions
- In your own words, what does a Business Development Manager do, and how is it different from a sales executive?
- How do you research a company before your first call with them?
- Prospecting involves a lot of rejection. How do you stay motivated and productive?
- Which metrics would you track to understand if your business development work is going well?
- Walk me through how you structure a discovery call.
- Why do you want to work in business development?
- How do you write a cold email that gets replies?
- How do you use LinkedIn in your prospecting?
- Tell me about a deal you are proud of winning.