1. Sales Fundamentals
01. What is the Sales Cycle?
The series of steps a salesperson goes through to turn a prospect into a customer: Prospecting -> Outreach -> Discovery -> Pitch -> Objection Handling -> Closing -> Follow-up.
02. Difference between Sales and Business Development (BD)?
Sales focus on closing individual deals and meeting revenue targets. BD focus on long-term growth, strategic partnerships, and opening new market opportunities.
03. What is "BANT" qualification?
Budget, Authority, Need, and Timeline. A method to determine if a prospect is worth pursuing.
04. What is a CRM?
Customer Relationship Management software (like Salesforce or HubSpot) used to track all interactions with prospects and customers.
05. Explain "Cold Calling" vs "Warm Calling."
Cold calling is reaching out to someone who has never heard of you. Warm calling is reaching out to someone who has had some prior interaction with your brand.
06. What is an "Elevator Pitch"?
A concise, persuasive 30-60 second summary of what you do and why it matters.
07. What is the difference between Features and Benefits?
Features are what the product *is* or *does*. Benefits are the *value* it provides to the customer (e.g., "This car has a V8 engine" vs "This car gets you to work faster").
08. What is a "Sales Pipeline"?
A visual representation of where all your prospects are in the sales cycle.
09. What is "Social Selling"?
Using social media platforms (like LinkedIn) to find, connect with, and build relationships with prospects.
10. What is a "Discovery Call"?
The first deep-dive conversation with a prospect to understand their pain points, goals, and if your solution is a fit.
2. Prospecting & Outreach
11. How do you find high-quality leads?
Through LinkedIn Sales Navigator, industry events, referrals, and inbound marketing efforts.
12. What is your approach to writing a cold email?
Personalized subject line -> Focus on *their* problem -> Brief social proof -> Clear, low-friction call to action (CTA).
13. How many times do you follow up with a prospect?
Persistence is key. Typically 5-8 touchpoints across different channels (email, phone, LinkedIn) before pausing.
14. What is an "ICP" (Ideal Customer Profile)?
A detailed description of the type of company that would get the most value from your product.
15. Explain "Lead Scoring."
Assigning a numerical value to leads based on their actions and profile to prioritize who to call first.
16. How do you handle a "Gatekeeper" (like a receptionist or assistant)?
By being professional, polite, and treating them like a partner who can help you reach the decision-maker.
17. What is "Referral Sales"?
Leveraging your existing customers or network to introduce you to new prospects.
18. How do you use AI for prospecting in 2026?
Using AI to summarize company news, draft personalized outreach at scale, and predict which leads are most likely to convert.
19. What is a "Sales Playbook"?
A document that outlines the strategies, scripts, and processes that have been proven to work for the team.
20. Explain "Inbound" vs "Outbound" leads.
Inbound leads come to you (e.g., via your website). Outbound leads are people you have identified and reached out to.
3. Pitching & Objection Handling
21. How do you handle the objection: "It's too expensive"?
I shift the conversation from price to value. "I understand price is important. If we can show you how this saves you $10k a month, would the cost still be the primary concern?"
22. How do you handle: "We already use a competitor"?
"That's great, they are a solid company. Many of our customers used them before switching to us for [specific differentiator]. Are you currently experiencing any issues with [competitor's weak point]?"
23. How do you handle: "Send me more info"?
"I'd be happy to. To make sure I send only the relevant info, what specifically are you looking for?" (This helps keep the conversation going).
24. What is "Consultative Selling"?
An approach that focuses on building a relationship and acting as an advisor to help the customer solve their problems, rather than just pushing a product.
25. Explain "The Art of the Ask."
Never leaving a meeting without a clear "next step" or a direct ask for the sale if the time is right.
26. What is "Mirroring" in sales?
A technique of subtly mimicking a prospect's speech patterns, body language, or energy level to build rapport and trust.
27. How do you conduct a product demo?
Focus on the *solution* to their specific problems discovered during the discovery call, rather than showing every single feature.
28. What is "Active Listening" in sales?
Truly listening to the prospect's needs instead of just waiting for your turn to speak. Repeating back what they said to show you understand.
29. Explain "Storytelling" in sales.
Using case studies or success stories of *similar* customers to help the prospect visualize their own success with your product.
30. How do you handle a "No" from a prospect?
I seek to understand why. "Is it a 'No' for now, or is our solution not a fit for your needs?" Then I politely ask for permission to stay in touch.
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5. Scenarios & Soft Skills
41. Sell me this pen.
The classic test. Don't talk about the pen. Ask questions first: "How long have you been looking for a pen? What do you usually use one for?" Build the *need* before selling the object.
42. How do you stay motivated during a sales slump?
By focusing on the *activity* metrics I can control (calls, emails) and trusting that the results will follow.
43. How do you handle a difficult or rude prospect?
By remaining professional, not taking it personally, and politely ending the call if it's clear they aren't a fit.
44. Tell me about your biggest sale.
Describe the complex stakeholders involved, the obstacles you overcame, and the final impact on the company.
45. What is the most important trait for a Salesperson?
Resilience, empathy, and coachability.
46. Why do you want to sell for our company?
Mention your belief in the product, your interest in their target market, and how your sales style fits their culture.
47. How do you balance hunting for new leads vs. nurturing existing ones?
By blocking specific times in my calendar for each and using my CRM to ensure no one falls through the cracks.
48. What is your favorite sales tool?
Choose one (e.g., Gong, Outreach, Salesforce) and explain how it makes you more efficient.
49. How do you handle meeting a quota?
By working backward from my target to determine how many calls and meetings I need each week to stay on track.
50. Do you have any questions for us?
Ask about the average sales cycle, the biggest objection the team faces, or the characteristics of their top performers.