What they are really asking

For a sales job, this is the center of the interview. The interviewer wants to hear how you sell, not how much. Did you listen, understand what the customer really needed, and match it honestly? Or did you push until they gave in? Customers who were pushed rarely come back, and managers know it.

The trap is a story that's all about the size of the deal and nothing about the customer. Another trap is a trick, like creating fake urgency; it might impress a few people, but most interviewers will quietly cross you off. If you're not in sales, this question can still come up. Tell the story of a time you persuaded someone to say yes to an idea.

A shape that works

The customer, their real need, how you found it, how you matched it, the result. Describe who you were selling to and what they said they wanted. Then explain what you found out by listening, which is often different. Say how you matched your offer to that real need, and give the result. If the customer stayed or sent others to you, mention it; that's proof the sale was a good one.

Model answers

Listen to how each answer is built, then make it yours.

Answer 1: an account executive selling software
Answer 2: a furniture showroom associate
Answer 3: an engineer selling an idea

Check yourself

1What is the interviewer most interested in?
2Why did the furniture associate suggest a cheaper sofa?
3How can someone who isn't in sales answer this question?

Practice · 3 min

Pick a sale you made, or a time you persuaded someone to accept an idea. Write what they asked for, what they really needed, how you found out, and the result. Record your answer. Listen back and check that you spent more time on the customer than on the price.

Your recording stays on this device. Nothing is uploaded.

Say it today

Use it once in a real conversation before tomorrow. Out loud counts, even to yourself.