It is an important skill of any sales manager to be able to identify would be prosperous sales people. This important subject is a hot topic on sales management courses. Following are a series of archetypal questions and the likely answers from both run of the mill and apex sales people.

Job interview: the answers successful salespeople give to test questions

Telephone acquisition "What do you think of telephoning a potential client out of the blue in order to gain a new client?"

Reaction of an average salesperson:

Refuses to make calls out of the blue. Speaks about "hawkers" or "currying favor". Sees it as a pure waste of time. Immediately asks if that can be done by telephonists.

Reactions of top salespeople:

Asks about success rates. Asks about appropriate experiences or organizational aids. Is prepared to give it a go.

Competitive pressure "How would you react if you found out that one of your competitors had approached your regular clients offering particularly cheap prices?"

Reaction of an average salesperson:

Thinks the competitor's behavior is unfair. Would want to counter-attack with even lower prices. Places faith in their "good contact" with the client.

Reactions of top salespeople:

Sees the behavior of their competitors as a personal challenge. Compares every aspect of the competitor's offer with their own. Strengthens their own sales stratagem with the recognized compensation and shortcomings and fights to secure the order.

Client demands "What do you think of clients who make their order dependent on you making a presentation to a decision-maker within their company?"

Reaction of an average salesperson:

Sees this as an unjustified use of their time. Is immediately pessimistic about the chances of success. Would rather avoid doing this and prefers to press the client for a clear answer. Does not interpret this situation as a personal challenge. Sees it rather as a potentially dangerous situation which could lead to failure.

Reactions of top salespeople:

First asks the client several clear qualifying questions in order to assess the amount of time to be invested and the possible return. Tests the seriousness of the client's wish by asking the client to help them do so. Determines ahead of time what decision-making criteria the customer regards as most important. Sees a challenge in the client's positive answers about the presentation.

Overcoming failure "How would you react (what would you think, feel and how would you act) if you had not received a single order by midday?"

Reaction of an average salesperson:

Would be depressed. Would have doubts in himself (or in his offer) Would alter their sales strategy in the afternoon and switch to asking, pressing, etc.

Reactions of top salespeople:

Know their own success rate and stick to their sales strategy. Carries on undeterred and recognizes (due to their self-assurance and achievement record) that they will be triumphant sooner or later. When faced with particularly difficult failures, they react defiantly.

Complaints "What would you do if a client complained about the poor quality of your last delivery?"

Reaction of an average salesperson:

Makes the client a promise (at the company's expense) in order to quickly conclude the conversation. Decides to visit this client less often in the future and only offer them the tried and tested standard products. Do not see this kind of situation as a challenge to make sure that the client is truly satisfied and thereby improve the relationship. Instead, they see it as a threat to their self-confidence and work.

Reactions of top salespeople:

Shows understanding for the client's position and promises them that they will look into the matter. Asks the client how they would like the complaint to be dealt with satisfactorily. Is prepared to commit himself to the client's full satisfaction (if the criticism is correct). Makes every effort to keep the client. Reacts in a professional, business-like manner both to the client and the office sales force.

Source: Richard Stone link