Can you describe a time when you overcame a significant objection from a potential client?
Behavioral
Objection Handling
Communication
Persuasion
This question is crucial for assessing your sales skills, specifically your ability to handle objections, which is essential for a field sales representative.
How to answer
- Use the STAR method (Situation, Task, Action, Result) to structure your response
- Clearly explain the objection you faced and the context of the situation
- Detail the strategies you employed to address the objection
- Highlight the outcome and how it impacted the sale
- Reflect on what you learned from this experience and how it improved your sales approach
What not to say
- Avoid vague descriptions that lack context
- Don't focus solely on the objection without discussing your response
- Refrain from mentioning unsuccessful outcomes without reflecting on lessons learned
- Avoid making it sound like you had no challenges in the process
Sample answer
“In my previous role at Telstra, a potential client was hesitant to switch providers due to concerns about service reliability. I first acknowledged their concerns and then shared specific case studies of how we had improved service for similar clients. After a detailed discussion, I offered a trial period, which ultimately led to a successful sale. This experience taught me the importance of empathy and providing proof to alleviate client fears.”