A behavioral question is one that determines how you have dealt with something in the past. The reason they are asked is that it has been determined that past performance is a good indicator of how a candidate will perform in the future.
Here are a few examples:
- Give an example of a goal you reached and tell me how you achieved it.
- Give me an example of a goal you set and didn’t achieve.
- Describe a stressful situation with a co-worker and how you handled it
- How do you handle challenge
- What do you do if you disagree with a co- worker
The best way to answer most behavioral questions is using the STAR method which stands for:
S)Situation-state the situation
T)Task-state the task you were given
A)Action-state the action you took
You state the situation or the task, the action you took and the result.
Practice this so that you can answer any question thrown at you fluently. You will be able take the negative questions and turn them to a positive. Using the above example of – Give me an example of a goal you set and didn’t achieve. S)My manager challenged me with becoming Rookie of the Year. T) I then in turn set a goal for doing just that A) I executed on the plan and finished the year at 130% to plan however I came in number 2 by someone who did 135% of plan R) I missed the goal, but it was still a pretty positive result. Looking back if I had just done a little bit more I would have been number 1.
There are hundreds of questions that can be asked this way. We encourage to to have several examples that you can spin no matter how the questions are asked.
Some examples of behavioral questions that can’t be answered this way would be:
- What are your weaknesses?
- What is your sales process?
The latter question is a very important one. We ask very experience sales reps on a daily basis this question. Many struggle with the question. We encourage you to be able to articulate your process. The sales person that can, and is then able to compare it to the company they are interviewing with, usually gets the job. How do you get your prospects
- Explain to me what you do in a typical day
- Are you a feature function benefit salesperson or are you a consultative sales person and why?
- Are you a Hunter or a Farmer and why?
All of these are questions you should be prepared to answer quickly, clearly and concisely without hesitation.