How to Sell a Product to a Customer: Interview Example

Introduction

How to Sell a Product to a Customer. In any sales interview, the question, “How would you sell this product to a customer?” is almost inevitable.

This article breaks down how you should approach selling a product to a customer during an interview, using clear and practical steps. We will also provide an example of how to sell a product in an interview effectively.

Step Into Their Shoes

The very first step in selling any product, whether in an interview or real-life scenario, is to understand the customer’s needs. You should start by asking specific questions that help you determine what the customer is looking for.

This ensures that you are adjusting your pitch to meet their unique needs and not simply pushing a product description. For example, if the product is a water bottle, you can ask, “What’s most important to you when buying a water bottle?

Do you prioritize convenience, design, or the ability to keep drinks cold for a long period of time?” This type of question immediately shows the interviewer that you care about the customer’s experience.

It is important to keep your questions focused on the customer’s pain points so that you can build your sales pitch around those areas. When you know what the customer is looking for, it becomes very easy to connect them to the product.

Show the Magic, Not Just the Specs

Once you understand what the customer needs, the next step is to position the product as the best solution. You should highlight specific features and benefits of the product that align directly with the customer’s requirements.

It is important to be clear and concise, and to avoid overwhelming the customer with too many technical details.

For instance, continuing with the water bottle example, you could say, “This insulated stainless steel bottle keeps drinks cold for up to 24 hours, so if you’re always out of your comfort, you won’t have to worry about lukewarm water during your day.”

You can also emphasize how the product stands out in comparison to others in the market. For example, “Unlike many plastic bottles that only last a few months, this bottle is made from durable stainless steel, ensuring it will last for years to come.”

Always remember that you should frame the benefits in a way that speaks to the customer’s personal needs and lifestyle. This shows that you’re not just selling a product, but you’re selling a solution that makes their life easier.

Turn Doubts Into Trust

In a real sales scenario, objections will definitely arise, and it is important to be prepared to handle them. The same applies in an interview setting.

When the interviewer (acting as the customer) raises concerns or asks difficult questions, your response should demonstrate confidence and product knowledge.

If, for example, the interviewer says, “But I’ve seen cheaper bottles elsewhere,” you can acknowledge their concern without dismissing it. You can say, “Yes, there are cheaper options, but this bottle offers much more in terms of durability and insulation.

You won’t need to replace it anytime soon, which actually makes it a better investment in the long run.” You should always be ready to reassure the customer, demonstrating that you’ve anticipated these concerns and can provide clear, reasonable answers.

The goal is to show that you understand the customer’s hesitations but can still nudge them towards the purchase.

Make Them Feel the Difference

Throughout the conversation, you should keep bringing the focus back to the value that the product offers.

It is important to highlight how this value benefits the customer, not just in terms of the features alone, but in how it solves their specific problem or improves their experience.

For example, you can say, “This water bottle is perfect for anyone who has a busy lifestyle and needs a reliable way to stay hydrated throughout the day.

It’s portable, fits easily in any bag, and does not leak, so you don’t have to worry about spills or messes when you are moving around.”

By keeping the conversation focused on value, you ensure that the customer sees the practical benefits of making the purchase. Remember, it’s not just about the product itself, it’s about how the product enhances the customer’s life.

The Gentle Push

The final step in any sales pitch is to close the deal. In an interview, this doesn’t  necessarily mean making an actual sale, but it means showing the interviewer that you know how to effectively conclude the conversation.

You can say something like, “It sounds like this bottle would suit perfectly for your active lifestyle. Would you like me to go ahead and pack it up for you?”

It is important to keep a positive and encouraging tone, so that the customer feels comfortable making the decision to buy. You can also offer a bit more reassurance by briefly talking about the key benefits, helping to strengthen their decision.

Example of Sales Conversation in an Interview

To bring all of these strategies together, below is an example of how you can sell a product to a customer during a sales interview:

Interviewer (as customer): I’m looking for a good water bottle, but I’m not sure what to get. Can you help me?

Candidate: Definitely! Can I ask, what is most important to you in a water bottle? Do you usually look for something that keeps your drinks cold, or are you more focused on convenience at all times?

How to Sell a Product to a Customer

Interviewer (as customer): I would say that keeping drinks cold is my priority, but I also want something that is easy to carry around.

Candidate: That makes perfect sense. Based on what you’ve mentioned, I think this insulated stainless steel water bottle would be great for you.

It is designed to keep drinks cold for up to 24 hours, so that you won’t have to worry about your water getting warm, even if you’re out all day. Plus, it is really light and fits comfortably in most cup holders and bags, which makes it really convenient for everyday use.

How to Sell a Product to a Customer

Interviewer (as customer): That sounds good, but I’ve seen similar bottles for less money. Why is this one more expensive?

Candidate: That is a good question. Although there are cheaper options out there, this particular bottle is created to last much longer because of its high-quality stainless steel construction.

Unlike plastic or lower-grade bottles that you might need to replace after a few months, this one is durable enough to last for years. It’s also leak-proof, so you won’t have to deal with any annoying spills in your bag.

So, while it may be a bit more expensive right now, you’re actually saving money in the long run by not needing to replace it.

Interviewer (as customer): That’s a good point. I don’t want to keep replacing bottles.

Candidate: Exactly. It’s a product you can rely on day after day. Plus, by choosing this bottle, you’re also cutting down on one time use of plastics, which is great for the environment.

Interviewer (as customer): I think I’ll go for it.

Candidate: Great choice! I’m sure you’ll love how it works for you. Thank you for your patronage.

Conclusion

In a sales interview, you need to show that you can connect with the customer, understand their needs, and confidently present a product as the solution.

By following these steps, you will be able to successfully sell a product to a customer during an interview.