easySales Executive interview question
How do you prepare for a first call with a new prospect?
What the interviewer wants to hear
- Research the company and the person
- Form a hypothesis about likely pain points
- Prepare discovery questions
- Set a clear agenda and goal for the call
- Check CRM history
Model answer
First I check the CRM for any past history with the company. Then I research the company website, recent news and the person's LinkedIn profile to understand their role and priorities. Based on that I form a few guesses about the problems they may face and prepare open discovery questions to test them. I write a short agenda, for example introductions, their current situation, a quick overview and next steps, and I share it at the start of the call. I also decide what success looks like for the call, usually a clear next meeting with the right people.
Can you answer it under time pressure?
Take a timed easy round and get scored on every answer.
More easy Sales Executive questions
- Why do you want to work in sales?
- Walk me through the main stages of a typical B2B sales process.
- How do you deal with rejection, for example when a prospect hangs up on you?
- In your view, what qualities make a great Sales Executive?
- Sell me this pen.
- How do you follow up with prospects without being annoying?
- How would you learn our product quickly enough to start selling?
- How do you plan and organise your week as a salesperson?
- A prospect is rude to you on a cold call. How do you handle it?