3285. Tell me about a time when you handled a strong objection in the sales process

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Description

Interviewer

Describe an occasion where you faced a significant objection from a potential client during a sales pitch or negotiation and explain how you managed to address the objection.

Skill Assessed
  • 1. Objection Handling : Demonstrates the ability to address and overcome customer objections during a sales process.

  • 2. Communication : Requires the candidate to articulate thoughts clearly and persuasively to convince the client.

  • 3. Problem Solving : Shows the candidate's capacity to find solutions to client concerns and objections.

  • 4. Resilience : Indicates the strength of the candidate's perseverance and ability to maintain a positive attitude in the face of rejection or difficulty.

Purpose
  • 1. Experience Evaluation : Assesses the candidate's past experiences in handling objections which are common in sales roles.

  • 2. Sales Tactics : Evaluates the candidate’s sales skills and their ability to employ different strategies to win over clients.

  • 3. Client Relationship Management : Determines how the candidate builds and maintains positive relationships with clients, even when facing objections.

  • 4. Composure : Observes how the candidate remains composed and deals with pressure during challenging sales scenarios.


Hints
  • 1. Structure your response : Organize your thoughts using the STAR method (Situation, Task, Action, Result) to give a clear and concise account.

  • 2. Emphasize learning : Discuss what you learned from the experience and how it has improved your sales approach.

  • 3. Provide specifics : Detail the nature of the objection and specifically how you managed to address or mitigate it.

Tags
Topics: 
Communication
Problem Solving
Roles: 
Territory Account Executive
Companies: 
Salesforce
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