Sales interviews are changing. As more and more companies place extra emphasis on hiring the right person to avoid costly hiring mistakes, they are putting additional effort into the types of sales interview questions they ask.

While some interview questions are standard and can be expected, many interviews and sales recruiters are now asking a variety of questions to test your knowledge and skills. They want to see how you react when you are put on the spot.

One request you can expect from interviewers is to explain a concept or topic to them. “Explain something to me” is a challenging question, and the truth is very few sales candidates are prepared for it and can offer a great answer to the question.

Why Do Sales Interviewers Ask This Question?

There are a number of reasons why interviewers ask this question during interviews:

• They want to see how you communicate
• Interviewers want to see if you can connect with people and engage them
• They want to see how you react to being put on the spot
• Explaining concepts is common when interacting with sales customers
• They want to see if you have charisma and passion
• Interviewers want to test your expertise
• They want to see if you can explain something in simple terms that everyone can understand

Depending on the sales recruiter, they may ask you to explain something specific, give you the option to choose the topic, or even request that you explain something completely unrelated to the role.

They key is how you respond to “explain something to me.” Use these tips to formulate an effective response:

TIP 1: Think before you start talking

Perhaps the most important thing is to collect your thoughts before you start talking. You don’t want to turn your response into a directionless ramble. Think about the topic, the sub-points you want to cover, and how you want to conclude, then start your response.

TIP 2: Use analogies

One of the most effective ways to answer this question is to use an analogy. Comparing things creates a visual or reference point for the audience. Plus, who doesn’t like a good story that explains something? It’s more engaging and will help people better understand the concept.

More Advice for Answering Sales Interview Questions

4 Creative Ways to Survive a Sales Role-Play in an Interview

“Why Sales?” How to Answer That Pesky Sales Interview Question

How to Sell a Product in an Interview: 5 Tips from Sales Experts

SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.