Sales superpower - what's the best one? Interview question

I had an interview for a mid-market AE position in a series C tech company today.

The sales manager was pretty nice but asked me a weird question towards the end - "if you had to choose one sales superpower, what would it be?"


I said to know which deals are real and which are not, so I don't waste time on shitty deals.


Did I get it completely wrong? What would you say?




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14
softwaresails
Politicker
10
Sales Manager
I probably would have said something about doing discovery or asking the right questions at the right times.
GambitP
Good Citizen
1
Doing everything sales
Asking the right questions at the right times is GOLD! 
It helps you find out what is real and what is not, and get you closer to closed-won. 
What do you mean by something about discovery? 
softwaresails
Politicker
4
Sales Manager
I use the word discovery in the sales process for uncovering the needs of the prospect. It's often referred to as the PITA (Pain, Interest, Timeline, and Authority). In our sales process, the PITA is king. If you are not asking the right questions at the very beginning of the process you will not have success. That's what I mean by discovery... finding out what the customers needs / wants / pains / etc are so you can build value along the way.
GambitP
Good Citizen
0
Doing everything sales
How do you measure interest? and how do you know if timeline and authority are real? 
softwaresails
Politicker
2
Sales Manager
For authority: Most of our clients are small businesses so we typically are working with owners of the businesses right from the beginning but we ask questions about their role at the business, what the decision making process is like, and if anyone else would need to sit in on the walkthrough to help them make a decision.

For interest: This one goes hand in hand with questions about pain. I like to find out why they are reaching out to us, how they found us, and what things they are looking to solve. This helps us really understand what their interests are and what products will be the best fit.

For timeline: When asked what their timeline is, most people will default to something like "within the next 6 months" or something like that out in the future. When we get this answer we like to ask the question, "Well, if you find something that checks off all the boxes and is a great fit for what you are looking for, would there be any reason to not get started right away?" Most people will then tell you if they are in a position to move right away or will open up about what the timeline is really looking like.

Hopefully this helps answer those questions!
Chep
WR Officer
2
Commercial Account Executive
Great answer. That would've stumped me, but with a little time to think about it I'd say I want the superpower to know exactly when to call prospects so I always got them at the best time possible
GambitP
Good Citizen
0
Doing everything sales
That's a good one! Know when people are standing in traffic :0 
Salespreuner
Big Shot
0
Regional Sales Director
Best time, right prospect, 100% agree
Telehealth_2the_Moon
Notable Contributor
1
Director of Business Development
I like your answer for sure. That can save a ton of time, and companies focused on growth like the one you interviewed at need their sales teams to be cruising. 

My answer would probably be to always get honest and accurate answers to my questions. Would save a lot of time at all stages of the cycle!

Edit: Only sales superpower though, I don't want to go through life getting honest answers for everything. Sometimes ignorance can actually be bliss.
softwaresails
Politicker
1
Sales Manager
Haha I would hate getting honest answers for everything too!
GambitP
Good Citizen
1
Doing everything sales
I love the sugar coating in real life!  
Telehealth_2the_Moon
Notable Contributor
1
Director of Business Development
Yeah for sure, this is one I would need to be able to turn on/off. Honestly it would probably be best if it did that automatically during sales calls.
funcoupons
WR Officer
1
👑
Closing everything I touch. ;)

But if that's cheating I'd say always having a prospect be honest with me. 
GambitP
Good Citizen
0
Doing everything sales
Love it!
If you had one question to ask and get 100% honest answer 100% of the time - what would it be? 
looper1010
Celebrated Contributor
1
Solutions Specialist
Mind reading to get past the BS clients are telling me and get straight to their pain point.
GambitP
Good Citizen
1
Doing everything sales
I get the most BS around authority. You're an analyst, you can't approve a $50k deal! Where do you get the most BS?
mythbuster
Catalyst
1
Account Executive
Absolutely, it is one thing that every sales rep strives for 
JuicyKlay
Politicker
1
AM
Being able to exceed quota every month forever 
Dealsonwheels
Opinionated
0
Technical Sales Executive
Sounds to me like you nailed it. Thanks for sharing, I got my most recent job by asking questions about interviewing on this board and reading posts like this.
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