James Lawrence – Sales Interview OS

This is a systemized approach to sales interviews.

Each section builds off the last. It is created in such a way that you get the information you need, whilst positioning yourself above 99% of other salespeople.

James Lawrence – Sales Interview OS

Framework

1. Core Principles

If you’re like 99% of the sales population, you’re thinking about sales interviews completely wrong.

2. Risks/Disclaimer

With every new approach, there are always things you need to be aware of.

3. Simple Sales Techniques

We’re on a sales call, it’s just called an interview.

4.  Basic Questions

Some questions are unavoidable.
“Tell me about yourself” for example.

5. Pre-call Preparation

Showing up to the interview and hoping for the best is a recipe for disaster.

But how you do you actually prepare?

During the Interview

6. Soft Questions

You don’t come right out of the gate and ask the heavy questions, so what do you ask before that?

7. Operations Questions

The prospect journey can be mapped in a linear fashion.

This section walks you through the different ways they get booked in with you, the advantages/disadvantages of each method.

8. Initial Statistical Questions

This is where things get interesting.

Stage one of two, this goes through the numbers you need to ask ahead of time.

You will learn how all of the numbers associated with an offer come together. You’ll never get caught with a fake OTE again.

James Lawrence – Sales Interview OS

9. Advanced Statistical Questions

This will fundamentally change how you understand the numbers associated with an offer.

10. Negotiables

Most offers have negotiable terms, should you demonstrate your ability.

This section takes you through some of those areas, and how to discuss some things that might be a deal breaker for you.

There are some non-negotiables that you shouldn’t agree to – no matter what.
Very few people are aware of these but they have the potential to handicap your sales career now and in the future.

You’re walked through those in detail, and how to avoid them.

11. Closing the Call

This is where most fumble.

You can have a great call, get all the information you need, have full clarity over what the offer is, and still ruin it in the final few minutes.

12. Exceptions to the Rule

There are always exceptions. You need to know when exceptions apply and adjust your approach if necessary.

James Lawrence – Sales Interview OS

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