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influence skills

By Jeremy Morgan,2014-10-12 21:18
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influence skills

    Influencing Skills Sample Interview Questions

    Influencing Skills

    Communication Skills -- Presents ideas clearly and concisely, orally and in writing.

    Actively probes for information and listens. Aware of body language. Uses varied styles

    of interpersonal communication in different situations.

    We have all been in a situation when we misunderstood someone…Tell me about a 1.

    time when this happened to you?

    Follow Up Question(s):

    ; What happened as a result?

    ; What would you do differently?

    Tell me about a time when you were telling someone how to do something and they 2.

    didn't understand.

    Follow Up Question(s):

    ; What steps did you take to ensure their understanding? Describe a time when you were establishing rapport with an important decision-3.

    maker whose personality style was the polar opposite of yours.

    Follow Up Question(s):

    ; How did you handle this?

    Describe a situation where you had a communication barrier with a person or a 4.

    group and how you overcame the barrier.

    Follow Up Question(s):

    ; What did you learn from the experience? How often do you give presentations? How do you prepare for them? 5.

    Have you ever had to deliver bad news? 6.

    Follow Up Question(s):

    ; How did you do it?

    ; What was the outcome?

    How do you show people that you are actively listening to them? 7.

    Careful listening and effective communications support each other. Tell me about a 8.

    specific instance when your skill in listening helped you communicate better. Tell me your definition of successful communication. 9.

    What types of business writing have you done? 10.

    Follow Up Question(s):

    ; Can you give some examples?

    ; How effective were they?

    Have you ever written technical material for people without a technical background? 11.

    Follow Up Question(s):

    ; If so, describe one of these assignments and how it was received.

     1

    Influencing Skills Sample Interview Questions

    Interpersonal Skills -- Successfully establishes rapport with wide spectrum of

    personalities. Team player. Maintains a professional image and credibility with openness

    and candor. Has a sense of humor, positive outlook, and self-confidence. Creates win-

    win.

    Describe a situation where you had to persuade another team member or peer to 1.

    follow a particular course of action.

    Follow Up Question(s):

    ; What did you take into consideration?

    ; What was the outcome? Describe a situation where you have had to lead or influence a difficult person. 2.

    Follow Up Question(s):

    ; What was your strategy?

    ; What was the result? Describe your most satisfying experience in attempting to gain upper management’s 3.

    support of an idea or proposal.

    Follow Up Question(s):

    ; What was you strategy?

    ; Why were you successful? Describe a time when you were in a challenging negotiation with a customer. 4.

    Follow Up Question(s):

    ; What were the results? How did you develop rapport with customers, co-workers, etc. at your (previous 5.

    company or position)?

    Follow Up Question(s):

    ; Please give me some examples. How do you handle customer relationships with someone you know has different 6.

    value systems than you?

    Follow Up Question(s):

    ; Give me an example. Describe a situation in which you had to work with a very difficult person. 7.

    Follow Up Question(s):

    ; How did you handle it? How do you "break the ice" in an initial conversation with customers? 8.

    Give me an example of a time when you had to sell a tough idea. 9.

    Follow Up Question(s):

    ; How did you go about it?

    ; What were the results?

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Influencing Skills Sample Interview Questions

Formal Presentation Skills -- Develops and articulately delivers compelling,

    professional formal presentations to group audiences.

    Have you made presentations in which you gave results of a project? 1.

    Follow Up Question(s):

    ; If so, tell me about one of those presentations. Have you ever presented technical information to people without a technical 2.

    background?

    Follow Up Question(s):

    ; Give an example.

    ; Were you effective?

    ; How did you know?

    What approaches have you used in presenting/communicating to different audiences? 3.

    Follow Up Question(s):

    ; How did you ensure you were getting your message across? What are some of the largest or most demanding groups to which you have made 4.

    presentations?

    Follow Up Question(s):

    ; Tell me about one (or two) of these presentations. Tell me about a time when you made a presentation to an uninterested or hostile 5.

    group.

    Follow Up Question(s):

    ; What was your approach in dealing with the audience?

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    Influencing Skills Sample Interview Questions

    Basic Selling Skills -- Develops and maintains productive relationships with bit internal

    and external customers. Identifies customer needs, proactively sells product benefits to

    address needs. Skillfully overcomes customer objections. Negotiates and closes order at

    premium prices over competitors. Effectively manages price, margin, and volume.

    What are some of the best ideas you ever sold to a customer or peer? 1.

    Follow Up Question(s):

    ; What were your approaches?

    Describe a situation in which your first attempt to sell an idea failed. 2.

    Follow Up Question(s):

    ; What happened next?

    ; What approach did you use the second time? Give examples of two of the most different sales approaches you have ever used. 3.

    Follow Up Question(s):

    ; When did you use each?

    How do you identify customer needs? 4.

    Follow Up Question(s):

    ; Tell me about a situation in which you identified and were able to exceed

    those needs and expectations.

    Tell me about a time when you had to overcome a customer's objection that was 5.

    particularly difficult.

    Follow Up Question(s):

    ; How did you approach it?

    What sales situations cause you the most difficulty? 6.

    Follow Up Question(s):

    ; Why?

    ; Give a specific example.

    How do you attain new prospects? 7.

    Follow Up Question(s):

    ; Tell me about a time when this worked best for you? What do you do differently than other salespeople? 8.

    Follow Up Question(s):

    ; Why?

    ; Give examples.

    Contrast a sale that you made with a sale that you lost. 9.

    Follow Up Question(s):

    ; What did you do differently in these two situations?

     4

Influencing Skills Sample Interview Questions

    Describe how you approach cold calls. 10.

    Follow Up Question(s):

    ; Give a specific example.

    Describe how you developed and then maintained a productive relationship with a 11.

    customer.

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    Influencing Skills Sample Interview Questions

    Solution Selling Skills -- Analyzes account potential, identifies customer needs, account strategy and MAP. Leverages all resources to develop productivity solutions for

    customer. Sells at executive level.

    Think of a major sales presentation you made to a strategic account. What was your 1.

    approach?

    Follow Up Question(s):

    ; Explain how the sale developed.

    How do you develop and implement account plans? 2.

    Follow Up Question(s):

    ; Give an example.

    On a sales call, at what level of the organization is your typical audience? 3.

    Follow Up Question(s):

    ; What is the highest level to which you have sold?

    When first assuming responsibility for an account, how do you analyze its potential 4.

    and develop a strategy to meet its needs?

    Follow Up Question(s):

    ; Describe a time when you did this.

    Describe a situation where you leveraged other capabilities of your company (other 5.

    than you own product line) to propose a solution that enhanced your customer's

    bottom line.

     6

    Influencing Skills Sample Interview Questions

    Training and Coaching Skills -- Able to train and coach others so that information is

    conveyed, received, absorbed, and utilized. Demonstrates strong team building skills.

    Tell me about an experience when people outside your work group have asked for 1.

    your help in solving problems or meeting objectives.

    Follow Up Question(s):

    ; How did you react?

    ; What did you do?

    To what extent have you developed peers by including them in your decision-2.

    making?

    Follow Up Question(s):

    ; Give me some examples. Have you included your peers in problem solving? 3.

    Follow Up Question(s):

    ; What was your approach? \

    ; What happened?

    What are some of the best ideas you ever presented to, and which were accepted by, 4.

    team members?

    Follow Up Question(s):

    ; What was your approach? Tell me about a team member from whom it was difficult to gain cooperation. 5.

    Follow Up Question(s):

    ; How did you handle this? Tell me about some of the toughest groups with which you've had to work. 6.

    Follow Up Question(s):

    ; What made the group tough?

    ; What did you do?

    Have you conducted any on-the-job training? 7.

    Follow Up Question(s):

    ; Give an example.

    ; What steps did you follow?

    ; How did you prepare for the training and how was it effective?

    What techniques have you found most useful in training and developing your peers 8.

    or distributors?

    Follow Up Question(s):

    ; Give and example.

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