Mock sales calls are now being included in most sales job interviews, so if you are currently navigating a career change it is a good idea to be prepared for this with a few mock sales call tips. Interviewers use mock sales calls to form not only a better idea of your selling skills, but to gain an understanding of your sales methods and personality outside of the traditional interview setting. Following are a few mock sales call tips that will help you land your next sales position.

Mock Sales Call Tips #1: Treat a Mock Sales Call Like a Real Call

Doing well on a mock sales call may be the key to landing a face to face interview, so you should leverage mock sales call tips to prepare as if it were the real thing. Unless you absolutely must, do not step back in to the phone interview; stay within the context of a sales person making a sales call until the mock exercise is complete. You should also avoid any jocularity that you would not ordinarily use on a cold call.

Mock Sales Call Tips #2: Use the Same Integrity You Have in Real Life

You may be asked to make the mock sales call with no more information about what you are selling than an imagined company name and industry. Though this may seem easy, it can actually make things more difficult: You might be persuaded to make the product you are selling “too good to be true” to make your call sound better. If you find yourself in this situation, avoid the temptation. By allowing the product you are mock selling has imperfections, you can show off your sales skills to better advantage.

Mock Sales Call Tips #3: Qualify and Do a Needs Analysis

Many sales candidates lose points in the mock sales call for forgetting to qualify the “prospect.” As you move along in the mock call, don’t neglect to ask basic qualifying questions such as the “prospect’s” timeline to purchase, the decision making structure, and other common qualifiers you would ordinarily be looking for on a sales call. In addition:

• Ask your best questions to determine the “prospect’s” need for what you are selling
• Identify the “prospect’s” main business challenges, and be sure to rephrase these back to underscore your understanding
• Don’t introduce pricing or other topics you would not ordinarily cover in a first sales call

Mock Sales Call Tips #4: Prepare for Objections

A mock sales call without objections from the interviewer would be all too easy! Be prepared for the interviewer’s objections as there are likely to be two or more thrown out during the course of the call, beginning with “now might not be a good time for me.” Review common objections and not so common objections and prepare your likely responses ahead of the mock call.

Mock Sales Call Tips #5: Ask for the Close and Follow Up

One of the key things an interviewer is looking for on a mock sales call is whether you asked for the close; however, it will not be whether you asked for the contract, but whether you asked for a close to the next step. As soon as is natural to the flow of the mock sales call, start asking for an in-person meeting, or if the call is going well, a full presentation. You may also want to ask for the “prospect’s” e-mail address or mailing information to send a follow up package.

To finish your mock sales call, you may wish to follow up with an e-mail confirming the discussion and any agreements to meet made with the interviewer following the call. The majority of job candidates skip this step, but if you would ordinarily send such a follow up after a sales call, go ahead and show the interviewer how you actually work. It could lead to an offer.