Example response for question delving into Objection Handling with the key points that need to be covered in an effective response. Customize this to your own experience with concrete examples and evidence

•  Understanding the objection: I start by actively listening to the customer's objection and asking clarifying questions to fully understand their concerns
•  Empathizing with the customer: I acknowledge the customer's objection and empathize with their perspective, showing them that I understand their point of view
•  Addressing the objection: I provide a clear and concise response to the objection, highlighting the benefits and value of our product or service
•  Offering alternatives or solutions: If the objection is valid, I offer alternative options or solutions that can address the customer's concerns
•  Overcoming objections with evidence: I use data, case studies, testimonials, or any other relevant evidence to support my response and demonstrate the credibility of our product or service
•  Handling objections with confidence: I remain confident and composed while addressing objections, ensuring the customer feels reassured and valued
•  Seeking agreement & commitment: Once I have addressed the objection, I seek agreement from the customer by asking if they are satisfied with the response or if there are any further concerns
•  Closing the conversation positively: I end the conversation on a positive note, expressing gratitude for the customer's time and reiterating my willingness to assist them further

  What the Interviewer is trying to find out about you and your experiences through this question

•  Problem-solving skills: Assessing my ability to address customer concerns and find solutions
•  Communication skills: Evaluating my ability to effectively communicate and persuade customers
•  Resilience: Testing my ability to handle rejection and maintain a positive attitude
•  Customer focus: Determining my commitment to understanding and meeting customer needs

  How to avoid some common minefields when answering this question in order to not raise any red flags

•  Lack of empathy: Not showing understanding or addressing the concerns of potential customers
•  Defensiveness: Becoming defensive or argumentative when faced with objections
•  Lack of knowledge: Not being able to provide accurate and detailed information to counter objections
•  Inflexibility: Not being open to alternative solutions or suggestions
•  Lack of confidence: Displaying uncertainty or hesitation in handling objections

 Related

  Other questions asked for the Sales Engineer in Sales function. View details for the Sales Engineer here

• How do you approach understanding customer needs?
• Tell me about your experience in sales engineering.
• Can you explain a complex technical concept to a non-technical audience?
• Describe a time when you successfully closed a difficult sale.
• What steps do you take to qualify leads and identify potential opportunities?
• Tell me about a time when you had to work collaboratively with a sales team.
• How do you handle competing priorities and manage your time effectively?
• Tell me about a time when you had to meet or exceed sales targets.
• How do you handle rejection in sales?
• Describe a situation where you had to negotiate a complex deal.
• What metrics do you track to measure your sales performance?
• How do you handle product demonstrations and presentations?
• How do you stay updated on industry trends and new technologies?
• Describe a situation where you had to handle a dissatisfied customer.
• Tell me about a time when you had to work with cross-functional teams.
• What tools or software do you use to manage your sales activities?
• How do you adapt your sales approach to different industries or markets?
• What strategies do you use to build and maintain relationships with clients?
• What strategies do you use to generate new leads and expand your customer base?