The role of a Mid-Market Account Executive is crucial in driving sales and revenue growth for organizations targeting medium-sized businesses. Persuasion is a key competency for this position, as it involves influencing decision-makers, overcoming objections, and closing deals effectively. When evaluating candidates for this role, it's essential to assess their ability to apply persuasive techniques in various sales scenarios, from prospecting to negotiation.

The following interview questions are designed to explore candidates' past experiences and behaviors related to persuasion. They focus on real situations the candidates have faced, allowing you to gauge their practical skills and adaptability. Remember that the best candidates may not always have the most extensive experience, but they should demonstrate strong potential, curiosity, and a willingness to learn and grow.

When evaluating responses, pay attention to the candidate's ability to tailor their persuasive approach to different situations, their understanding of customer needs, and their capacity to build trust and credibility. Look for evidence of resilience in the face of challenges and the ability to learn from both successes and failures.

For more insights on effective sales hiring practices, check out our blog posts on finding and hiring for grit among sales candidates and interviewing sellers for adaptability.

Interview Questions for Assessing Persuasion in Mid-Market Account Executive Roles

Tell me about a time when you had to persuade a skeptical client to try a new product or service. How did you approach the situation?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. What research did you conduct to understand the client's needs and objections?
2. How did you tailor your persuasive approach to this specific client?
3. What objections did you encounter, and how did you address them?

Describe a situation where you had to change your persuasion tactics midway through a sales process. What prompted the change, and how did you adapt?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. What signals indicated that your initial approach wasn't working?
2. How quickly were you able to pivot your strategy?
3. What resources or support did you leverage to help you adapt?

Tell me about a time when you successfully persuaded a client to choose your solution over a competitor's. What strategies did you use?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you differentiate your solution from the competitor's?
2. What key decision-makers were involved, and how did you address their individual concerns?
3. How did you build trust and credibility throughout the sales process?

Describe a challenging negotiation you've been involved in. How did you use persuasion to reach a favorable outcome?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. What were the main points of contention in the negotiation?
2. How did you prepare for the negotiation?
3. What compromises, if any, did you make to reach an agreement?

Tell me about a time when you had to persuade a team member or colleague to support your idea or approach. How did you go about it?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you tailor your communication style to your audience?
2. What evidence or data did you use to support your position?
3. How did you address any concerns or objections raised by your colleagues?

Describe a situation where you had to persuade a client to make a decision quickly. How did you create a sense of urgency without being pushy?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. What time constraints or other factors were influencing the situation?
2. How did you balance creating urgency with maintaining a positive relationship?
3. What specific techniques did you use to encourage a timely decision?

Tell me about a time when your initial attempts at persuasion were unsuccessful. How did you regroup and try again?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. What feedback or insights did you gather from the initial failure?
2. How did you adjust your approach for the second attempt?
3. What did you learn from this experience that you've applied to future situations?

Describe a situation where you had to persuade a client to increase their budget or invest in a more comprehensive solution. How did you approach this sensitive topic?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you demonstrate the value of the higher-priced solution?
2. What objections did you encounter, and how did you address them?
3. How did you ensure the client felt heard and respected throughout the process?

Tell me about a time when you had to persuade a group of stakeholders with diverse interests. How did you manage to align them?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you identify and address the different priorities of each stakeholder?
2. What techniques did you use to build consensus among the group?
3. How did you handle any conflicts that arose during the process?

Describe a situation where you had to use data or analytics to persuade a client. How did you present the information effectively?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you choose which data points to focus on?
2. What visual aids or presentation techniques did you use to make the data compelling?
3. How did you connect the data to the client's specific needs or goals?

Tell me about a time when you had to persuade a client to try a new approach or change their existing processes. How did you overcome their resistance to change?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you identify and address the root causes of their resistance?
2. What benefits or incentives did you highlight to encourage the change?
3. How did you support the client through the transition process?

Describe a situation where you had to persuade a client to renew or expand their contract. What strategies did you use to demonstrate ongoing value?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you gather and present evidence of the value you've provided?
2. What new opportunities or benefits did you identify for the client?
3. How did you address any concerns or dissatisfaction the client had experienced?

Tell me about a time when you had to persuade a client to choose a long-term solution over a quick fix. How did you make the case for the more comprehensive approach?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you demonstrate the long-term benefits of your proposed solution?
2. What potential risks or drawbacks of the quick fix did you highlight?
3. How did you address the client's immediate needs while advocating for the long-term solution?

Describe a situation where you had to use storytelling or analogies to persuade a client. How did you craft your narrative to be compelling?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you choose the story or analogy to use?
2. How did you tailor the narrative to resonate with the client's industry or situation?
3. What impact did the storytelling approach have on the client's decision-making process?

Tell me about a time when you had to persuade a client to stay with your company despite a competitor's attractive offer. How did you reinforce the value of your relationship and solution?

Areas to Cover:

• Details of the situation
• Actions taken
• Decision-making process
• Support or help received
• Results of the actions
• Lessons learned
• Application of lessons

Follow-up questions:

1. How did you differentiate your offering from the competitor's?
2. What aspects of your existing relationship did you emphasize?
3. How did you address any perceived weaknesses in your solution compared to the competitor's?

FAQ

Q: How many of these questions should I ask in a single interview?A: It's recommended to ask 3-4 of these questions in a single interview, allowing time for follow-up questions and in-depth discussion of each scenario.

Q: Should I ask the same questions to all candidates?A: Yes, using the same set of questions for all candidates allows for better comparison and more objective evaluation.

Q: How can I assess the effectiveness of a candidate's persuasion skills?A: Look for evidence of adaptability, empathy, clear communication, problem-solving, and the ability to build trust. Pay attention to how candidates tailored their approach to different situations and stakeholders.

Q: What if a candidate doesn't have experience in all the scenarios described?A: That's okay. Look for transferable skills and how they've applied persuasion in other contexts. The key is to assess their potential and ability to learn and adapt.

Q: How can I use these questions to evaluate a candidate's potential for growth?A: Pay attention to how candidates reflect on their experiences, what they've learned, and how they've applied those lessons. Look for evidence of curiosity, adaptability, and a willingness to learn from both successes and failures.

Interested in a full interview guide for Mid-Market Account Executive with Persuasion as a key competency? Sign up for Yardstick and build it for free.