fidelcashflow

Account Executive

Valued Contributor

How do you approach a 2nd mock call for an interview?

I had a mock disco + demo as part of an interview and now I have to do a 2nd mock call which is essentially a "final step in the purchasing process".

The context is that the disco and demo went well and those people are all sold. But, before the decision maker signed off, they had more questions about how it works and wants to meet with me to discuss the technical aspect of the platform before making a decision.

In real life, I would approach this call like a "what can I answer for you?" type thing but I don't want to miss the mark anywhere. I interviewed with another company that has a similar mock process and it was a mock where everyone was sold already but their feedback afterwards was that they wanted more disco and to engage still which didn't make sense given the landscape that they described initially (Yes, I know, I should always be disco-ing...)

My approach right now is to go in and explain from a high level what it accomplishes and then after go into how it is accomplished (technical aspect).

Any recommendations on how I can make this more engaging or even the structure?

🤝 Interviewing/Offer

🗣 Interviewing

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24 comments

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Sunbunny31

Politicker

5

Sr Sales Executive 🐰

I'm just scratching my head over this requirement. Exactly how much of this product/solution that you've never sold and have not been trained on yet do they expect you to understand? This seems like a petty final step to me, tbh. Rant over.

In real life, this actual call is common, and yes, in real life, you might get on, with your implementation team, to review the project plan and answer specific questions they may have around timing, personnel requirements on their end, and the SOE. In real life, I'd also get as much intel up front as I can about who will be on the call and the nature of the questions they have so that I can be as prepared as possible (with the right resources, etc) but I suspect that's not in play here. So, I think if you have an SOE in mind and can discuss on the mock call and then have as a (mock) follow up item to provide, that's a good step.

bandabanda

Tycoon

2

Senior AE Mid Market

I agree, this seems asinine.

Also, the recruiter should be pulling for you and equipping you throughout the process. Their success is predicated on finding great sales people so they should want you to succeed. Ask them what the purpose of the 2nd mock call is. What have previous people done well with in the 2nd call?

fidelcashflow

Catalyst

2

Account Executive

Honestly me too a little but I get it. It is a complex sell.
IMO this should def be the final.

I do have the persona of the person on the call, what I need to be able to answer (but it is just a tad vague), and links to resources to take a look at. I also may be really overthinking this 🙃

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Overthinking is my specialty, so I get it.

But don't confuse it with wanting to be prepared. :)

fidelcashflow

Catalyst

1

Account Executive

Update*
it was 100% technical. there was no actual role play or sales related talk. just them asking questions back to back on how things are built with their product. It is all things that only eng and SE would know but luckily i am pretty technical and was only stumped about 2 times. in reality they should have asked about 10% of what they asked. I thought i did horrible for not getting 100% but I got pushed through. sheeeeeeesh

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

Yeah, that's just wrong. Basically, they gave an 8th grader the SAT.

Glad you survived!

Kosta_Konfucius

Politicker

1

Sales Rep

I would assume they would want to see your closing skills to. Did they say anything about the "client" seeing pricing?

fidelcashflow

Catalyst

2

Account Executive

That was already done on the mock before, per their request. I essentially closed them on the call prior. I know they want to confirm that I know what the product really does and how it works technically speaking. I am just confused as to how I would approach it to make it more engaging as opposed to just saying "which questions can I answer?" and then just answering.

Kosta_Konfucius

Politicker

2

Sales Rep

you have to control the narrative.

I would recommend if its about how the product really works, they will know a lot more so you cant let them start firing off random question, since you wont know the answer to all of their questions.

I would do something like, "Thank for reconnecting, based on your prior emails there are a few remaining questions on our products and how they help solve **list 3 features or technical aspects you know**, is that correct?

This sets the tone, will have them asking specific questions you know the answer to

fidelcashflow

Catalyst

2

Account Executive

Dude, this is what I was looking for. *Virtual hazy IPA sent

bandabanda

Tycoon

2

Senior AE Mid Market

100% agree with Kosta. This is a much better play vs. going in unsure what they will ask for. Assume 2-3 features, tie them back to the use cases (ideally what you discussed in the previous call).

You’re banking on them being impressed with your initiative, driving the call, and showing you’re technical enough to understand the product and tie it back to prospects pains.

Also, you’re interviewing them as much as they are interviewing you. It may not hurt before the meeting to email the recruiter and confirm what they are looking for and the point of the 2nd role play.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

Discovery continues till you discovery the signature on the contract.

Keep prying away the layers of the onion. There is always more. Try to uncover their personal as well as professional interests and motivations.

fidelcashflow

Catalyst

1

Account Executive

Take a look at my reply to @Kosta_Konfucius

Pachacuti

Politicker

0

They call me Daddy, Sales Daddy

yes, I see that you're covering the bases, technically.

But do you REALLY know their motivators? What could stop them from moving forward, even at the last minute? Do you they like YOU as well as the product you sell?

SADNESSLieutenant

Politicker

1

Officer of ♥️

start the call by asking what they hope to get out of the call.

What specifically they would like to see

What they wish to know or wish they could do with the product

Then go step by step and close them on each thing you say

Can you see how x helps you accomplish y? Yes

Would this help your team do x at z? Yes

What would be the financial impact of that?

So youre saying this would save or generate x dollars a day? yes

wow so thats xx a month? Yes

Ok great. fantastic. Let's move onto this last part.

Rinse repeat.

at the end

So on a scale of 1-10 how excited are you to move forward with xx as a solution?

anything less than ten - Ask why and go back to the process of closing each step of the process.

the more you can get them to agree with what the fuck you are saying the better.

close them every FUCKING STEP OF THE WAY.

GL savage. Also check out my guides.

fidelcashflow

Catalyst

1

Account Executive

This is all great and useful but I did literally all of this on the call prior. Does that mean I just do it again? That would be odd to me.

antiASKHOLE

Tycoon

0

Bravado's Resident Asshole

consistency is key

SADNESSLieutenant

Politicker

1

Officer of ♥️

Always be closing. Start it then with whats holding you back from moving forward and address those

NotCreativeEnough

Big Shot

1

Professional Day Ruiner

making you do multiple mock calls sounds pretty dumb to me. You don't know the product, you don't know the ICP. And you haven't had any actual calls to base this off of.

Mock discovery calls make sense. They want to see you ask questions and know you have a very high level understanding of the product. Making you do multiple calls is just a waste of everyone's time imo.

antiASKHOLE

Tycoon

0

Bravado's Resident Asshole

Start off with bring up the pain that they expressed the first time.

fidelcashflow

Catalyst

1

Account Executive

Take a look at my reply to @Kosta_Konfucius

ThatNewAE

Big Shot

0

Account Executive - Mid enterprise

Is this for enterprise AE role ? Because feels long sales cycles and complex process requirement.

Nonetheless - yes. If everything went well, I think they want to see negotiation skills that you'd put in. You can prep on pricing, and you can be a little "rapport building" kinda guy to make sure it sails smooth. And of course you can talk about next steps and all.

ChumpChange

Politicker

0

Channel Manager

Open the call and thank everyone for their time. Highlight a couple of key action items that were discussed in your last call. MAKE SURE TO ASK IF ANYTHING CHANGED SINCE THE LAST TIME YOU'VE MET. You basically need to demonstrate that you can pre-emptively anticipate anything that would derail the deal from your initial conversation. Once you get past the stage then continue driving the sale to close.

DataSlangah

Politicker

0

SAE

Take what you heard in the first call to overcome objections in the second call.

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