Learn how to handle being underprepared for a sales interview with practical tips on making a great impression with limited company knowledge.

To be honest, there are very few excuses not do to research pre-call. You can even use tools like Clay to automate it for you. It's 2024, just do your research.

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What do you do if you haven't done enough research for a sales interview?

Finding yourself underprepared for a sales interview can be a daunting scenario. However, with the right strategies, you can navigate this challenge effectively. It's crucial to understand that sales is about adaptability, quick thinking, and relationship building. Even if you haven't had the chance to do extensive research on the company or its products, these inherent skills can still shine through during the interview process. By focusing on your ability to learn quickly and your past experiences, you can demonstrate your potential value to the interviewer.

1 Quick Prep

In the eleventh hour before your sales interview, focus on quick preparation tactics. Start by reviewing the company's website, particularly the 'About Us' and 'Products/Services' sections. This will give you a basic understanding of their offerings and company culture. Next, check out their social media profiles for recent updates or news. Remember, your goal is to glean enough information to show that you're proactive and have a genuine interest in the company. Even a brief overview can provide talking points that demonstrate your enthusiasm and willingness to learn.

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2 Core Values

When you're short on time, identifying the company's core values can be a lifesaver. These are the principles that shape the company's culture and decision-making processes. Understanding these values allows you to align your responses in a way that resonates with the interviewer. Speak about your own experiences and how they relate to these values, showing that you're not just a good salesperson, but also a good fit for the company's culture. This approach can help you make a strong impression despite being under-researched.

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3 Sell Yourself

Even with limited knowledge about the company, you can always sell your most important product: yourself. Highlight your sales skills, such as your ability to build relationships, your resilience in the face of rejection, and your track record of meeting or exceeding targets. Use specific examples from your past experiences to illustrate these skills in action. Your personal salesmanship can often compensate for a lack of detailed company knowledge, as long as you demonstrate the core competencies they're looking for in a candidate.

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4 Ask Questions

Turning the tables by asking insightful questions can also work in your favor. It shows that you're interested and engaged, even if you're not fully up to speed on all the details. Prepare a list of questions that reveal your strategic thinking and interest in the company's goals, challenges, and market position. Questions about the company's sales strategies, target customers, or recent successes can demonstrate your sales acumen and redirect the conversation to areas where you can contribute meaningfully.

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Cory Alchin

Applied Innovation. Former small business owner. Northwood U.
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This has been the number one means to engagement for me. I’ve not found many decision makers that care to hear stats, what competitors are doing product info etc. they need a problem solved or new solution, find it, identify it, agree upon it deliver.

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5 Adapt Quickly

Sales is all about adaptation, and your ability to do so under pressure can be a testament to your suitability for the role. If you find yourself caught off guard by a question, use it as an opportunity to showcase your problem-solving skills and agility. Explain how you would go about finding the answer or solving the problem at hand. This not only shows that you're resourceful but also that you're capable of thinking on your feet—a crucial skill for any sales professional.

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6 Leverage Experience

Lastly, leverage your previous experiences to fill in any gaps in your company-specific knowledge. Discuss how you've successfully navigated new industries or products in the past and how you quickly became an asset to your team. By emphasizing your ability to learn and adapt, you reassure the interviewer that what you lack in immediate knowledge, you more than make up for in capability and drive. Your past successes are indicative of your potential future performance.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Laurens Nys 🔵

GTM Engineer | Building AI-powered go-to-market systems
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To be honest, there are very few excuses not do to research pre-call. You can even use tools like Clay to automate it for you. It's 2024, just do your research.

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What do you do if you haven't done enough research for a sales interview?

1

2

3

4

5

6

7

1 Quick Prep

2 Core Values

3 Sell Yourself

4 Ask Questions

5 Adapt Quickly

6 Leverage Experience

7 Here’s what else to consider

Sales

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What do you do if you haven't done enough research for a sales interview?

1

2

3

4

5

6

7

1 Quick Prep

2 Core Values

3 Sell Yourself

4 Ask Questions

5 Adapt Quickly

6 Leverage Experience

7 Here’s what else to consider

Sales

Rate this article

Thanks for your feedback

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