Tell me about a time when you successfully closed a challenging sale.

Sample answer to the question

A challenging sale I successfully closed was with a customer who was hesitant about purchasing a high-end luxury car. I built rapport by listening attentively to their needs and concerns. Then, I showcased the features and benefits of the vehicle, highlighting its safety and advanced technology. I offered test drives to demonstrate its performance. To address their apprehension about the price, I presented various financing options and explained the long-term value of the investment. With my exceptional negotiation skills, I negotiated a competitive deal that satisfied both the customer and the dealership. The customer left happy and excited about their new car, and I exceeded my sales target for the month.

A more solid answer

A challenging sale I successfully closed was with a customer who initially had concerns about the price of a high-end luxury car. I took the time to listen attentively to their needs and concerns, building trust and rapport. To address their apprehension, I carefully showcased the features and benefits of the vehicle, emphasizing its safety and advanced technology. I also offered multiple test drives to demonstrate its exceptional performance. Additionally, I presented various financing options, explaining the long-term value of the investment. By utilizing my exceptional negotiation skills, I was able to negotiate a competitive deal that not only satisfied the customer but also met the dealership's goals. As a result, the customer left the dealership excited about their new car, and I exceeded my sales target for the month.

Why this is a more solid answer:

The solid answer expands on the basic answer by including more specific details such as building trust, showcasing features, and emphasizing the long-term value of the investment. It also highlights the success in meeting the dealership's goals. However, it can still be improved by providing more concrete examples and outcomes.

An exceptional answer

A challenging sale I successfully closed was with a customer who was initially hesitant about the price of a high-end luxury car. To address their concerns, I took a consultative approach by listening attentively to their needs and understanding their preferences. Through effective communication and exceptional product knowledge, I showcased the features and benefits of the vehicle, focusing on its top safety ratings and cutting-edge technology. I went above and beyond by arranging a personalized test drive experience that allowed the customer to fully experience the car's exceptional performance. Recognizing the importance of building trust, I presented a customized financing plan tailored to their budget and explained the long-term value of the investment. Utilizing my exceptional negotiation skills, I skillfully navigated through the customer's objections and successfully closed the sale, surpassing both the customer's expectations and the dealership's sales target for the month. The customer left the dealership feeling excited and confident in their decision, and their satisfaction resulted in positive word-of-mouth referrals and repeat business.

Why this is an exceptional answer:

The exceptional answer goes into great detail about the consultative approach taken, showcasing exceptional product knowledge, and creating a personalized experience for the customer. It also highlights exceeding expectations, resulting in positive word-of-mouth referrals and repeat business. The answer demonstrates exceptional negotiation and closing ability, excellent communication and customer service skills, and adaptability in tailoring the financing plan.

How to prepare for this question

Prepare specific examples of challenging sales and the strategies used to successfully close them.
Familiarize yourself with the features and benefits of different car models in order to showcase them effectively to customers.
Practice active listening and empathy to understand customer needs and address their concerns.
Develop strong negotiation skills and be prepared to handle objections.
Stay up to date with the latest industry trends, financing options, and dealership operations.
Think about how previous sales accomplishments align with the requirements of the job.

What interviewers are evaluating

Exceptional negotiation and closing ability
Excellent communication, customer service, and interpersonal skills
Adaptability and problem-solving aptitude