These aren't scripts to memorize word-for-word. They're frameworks to internalize so that when the question comes, you know what direction you're going — and you sound like yourself.
How to use this guide:
Read each answer framework. Then rewrite it in your own words using your specific background. Practice saying it out loud — not reading it. Then record yourself on your phone. Watch it back. The version that sounds most natural is the one to use. You're not performing. You're having a prepared conversation.
The phone screen is a filter. They want to know: Can this person communicate? Are they a real human? Did they actually read the job posting? You pass the screen by being clear, concise, and prepared.
Before the call — have these ready:
"Tell me about yourself."
⚠ What they actually wantThey want a 90-second professional story that ends with why you're here. Not your life history. Not your childhood. Not "well I grew up in..." They want: where were you, what did you learn, why are you here now.
Framework (Customize with Your Story)
"I've spent the last [X years] in [field/industry], where I [specific thing you did that sounds like a skill]. What I realized over time is that a significant part of what I was actually doing was [sales-adjacent skill — persuading, communicating, resolving, building relationships, negotiating] — I just didn't call it that.
When I started researching B2B / remote sales more intentionally, I recognized that the skills I'd been building — [2-3 specific examples] — translate directly. I've spent the last [timeframe] specifically preparing for this transition, and I'm looking for a company where I can put those skills to work in a structured sales environment.
What drew me to [Company] specifically was [1-2 genuine reasons based on your research]."
Practice note: This should take 60-90 seconds. Not 3 minutes. Time yourself. If you're going over 90 seconds, cut. They want an opening, not a full story.
"You don't have direct sales experience. Why should we take a chance on you?"
⚠ What's behind this questionThey're not trying to disqualify you. They're stress-testing your confidence and seeing if you can handle pushback. This is literally a sales situation — they're objecting. How you respond here tells them more than your resume.
Framework
"I'd push back slightly on that framing. I do have sales experience — it just didn't have that title on it.
In [your background], I [specific example — convinced a customer to upgrade, negotiated a vendor contract, turned an unhappy customer into a loyal one, persuaded management to approve a change, trained staff on something that increased performance]. Those are discovery, objection handling, and closing — just in a different context.
What I don't have is a quota on my resume. What I do have is the ability to learn fast, take coaching, and show up consistently. I'd ask you to consider whether those traits — in someone genuinely hungry to prove themselves — might outperform someone with two years of experience who's already comfortable."
Why this works: You demonstrate the skill they're testing (handling pushback) in real time while you answer. That's the best possible response to this question.
"Why do you want to go into sales?"
⚠ What they're listening forAuthenticity. They hear "I love helping people" forty times a day. They want a real reason connected to your real life. The more specific and personal your answer, the more memorable and trustworthy it is.
Framework
"Honestly? The income ceiling in [your previous industry] became something I couldn't ignore anymore. I was working [hard / long hours / extra shifts] and the cap on what I could earn didn't reflect the value I was delivering or the effort I was putting in.
When I started understanding what remote B2B / sales roles actually look like — the compensation structure, the flexibility, the fact that performance is what drives your income rather than seniority or title — it made immediate sense to me.
I also realized I'd been doing a version of this for years. [One specific example from your background]. I wasn't getting paid for it as a sales skill. I want to be."
"Tell me about a time you had to persuade someone who was resistant."
⚠ Use the STAR formatSituation → Task → Action → Result. Keep it under 2 minutes. Be specific — vague answers score poorly. Make sure your answer has a measurable or visible result.
Framework (fill in with your story)
"There was a situation at [company/role] where [describe the situation briefly — who was resistant, what they resisted, why it mattered].
My first approach was [what you tried first — and ideally, that didn't fully work]. What I realized was that [insight you had about what they actually needed to hear or feel].
So I [specific thing you did differently — asked a different question, addressed an underlying concern, changed your approach, brought in new information].
The result was [specific outcome — they agreed, the situation resolved, the customer stayed, the metric improved]. What I took from that was [one sentence on what you learned about persuasion/people/communication]."
Pre-work: Before any interview, prepare 3-4 STAR stories from your background. They can be adapted to answer most behavioral questions. Your Week 1 self-assessment is the source material for these.
"Where do you see yourself in 3-5 years?"
Framework
"My honest answer is: I want to be excellent at this first. I'm not thinking about my next title — I'm thinking about what it takes to be a genuinely high-performing rep. Closing well, building real client relationships, understanding how to move a complex deal through a pipeline.
If I do that well, I'd love to grow into [natural next step — Account Executive, senior rep, team lead — pick what makes sense for the company]. But I'm not going to pretend I need to be a manager in 18 months. I want to earn that by being undeniably good at the job first."
Why this answer is strong: Interviewers are tired of "I want your job in 3 years." This answer shows maturity, focus, and ambition without being threatening or unrealistic.
"What's your biggest weakness?"
⚠ The ruleNever say "I work too hard" or "I care too much." These are transparent non-answers. Give a real weakness that doesn't disqualify you for the role — and show what you're actively doing about it.
Framework
"[Choose one that is real but manageable — examples below] is something I'm actively working on.
Example 1 (perfectionism in the right context): "I've historically spent too much time on preparation and not enough time just making the move. I'd research a prospect for 45 minutes when 15 would have been enough. I've been working on setting time limits for prep and getting into action faster — because in sales, a good call today beats a perfect call next week."
Example 2 (follow-up / systems): "I've had to build systems deliberately because I'm naturally better at the conversation than the admin. Left to my own devices I'd prioritize calls over CRM updates. Now I've structured my day so CRM work happens immediately after calls — it's a habit I built on purpose."
Example 3 (new to formal sales): "The honest answer is that formal sales frameworks are new to me. I've been doing the underlying skills for years — but the formal vocabulary and methodology of B2B sales is something I'm in the process of learning. What I can tell you is that I learn fast when I'm invested, and I'm very invested in this."
"Do you have any questions for us?" is not the end of the interview. It's another opportunity to demonstrate that you think like a sales professional. The candidates who ask sharp questions get offers. The ones who ask nothing, or ask about PTO on the first call, do not.
About the role:
About the team and culture:
About the product and market:
Closing questions (end of interview):
Many sales interviews include a role play. This is the part most candidates dread — and the part that most directly shows whether you can actually do the job. Here's how to approach it without freezing.
The 5-Part Framework for Any Mock Sales Call:
Permission + Purpose (30 seconds)
"Hi [Name], thanks for taking my call. I have about [X minutes] — is now still a good time? [Wait for yes.] Great. I wanted to reach out because [brief reason connected to their world]. I have a couple of questions I'd like to ask first, if that's okay, and then I can share what we do and see if it makes sense to talk further."
Discovery Questions (the bulk of the call)
Ask about their current situation, their biggest challenge, what they've already tried, and what success would look like. Listen more than you talk. The goal here is to understand — not to pitch. "Tell me more about that" is the single most powerful phrase in any sales call.
Reflect Back What You Heard
"So if I'm understanding you correctly — [your summary of their problem]. Is that accurate?" This shows you were listening. It builds trust. And it gives the prospect permission to correct you or add more, which usually surfaces the real issue.
Position the Solution (briefly)
Only talk about the product/solution in terms of what they just told you they need. "Based on what you shared — specifically [their problem] — here's how [product] addresses that directly: [2-3 points connected to their specific situation]. Not a generic pitch. Their problem, your solution, direct connection.
Ask for the Next Step
"Based on what we've discussed, does it make sense to [schedule a demo / send you more information / set up a call with our team]?" Always end with a specific ask. Not "let me know if you have questions." A specific, clear next step.
The thing most people miss in mock calls:
Most candidates rush to the pitch. They get 2 minutes into the call and start explaining the product. The interviewers watching this know immediately: this person hasn't been trained to listen.
The candidates who impress interviewers are the ones who ask more questions than they answer, pause and reflect back what they hear, and resist pitching until they genuinely understand the problem. That restraint is harder than it sounds — and that's why it's valued.