I’ve interviewed hundreds of AEs, but I've never hired a salesperson who didn’t close me at the end of the interview.
Yes, it has become kind of cliche, but it is imperative to show that you are outcome-oriented and don’t leave any questions or concerns unanswered. Just like in sales, the best don't leave the tough questions until the end.
Be bold. Be brave. Be proactive. Here are three closing questions you can ask to lock in your chances of getting an offer:
𝟭. "What are the biggest challenges I’d face in the first 90 days if you hired me?"
This question is a little more generic to the role than to you personally. However, it can be applicable if your relevant experience is questionable; i.e. you are new to an AE/leadership role, industry, or deal size. The question may uncover an answer such as: “I think it may take you a while to get your head around our product.” - allowing you to work on how you would overcome that challenge.
💡 Pro-tip: If you have been asked to do a presentation that includes your first 30/60/90-day plan, then ask this question via email ahead of your presentation so you can build in your response to your plan.
𝟮. "What doubts do you have about my ability to succeed in this role?”
This question (or a variation of it) is the most common closing question. BUT! I often hear it softened by making it a closed question and/or taking the 'success' factor out of it, I.e:
“Do you have any doubt about my ability to do this role?”
Consider this the most critical question you can ask - You need the answer/s out in the open urgently. Your job offer depends on it.
💡 Pro-tip: Don't answer any issues without digging deeper. I.e:
If they say: "We feel you may lack the experience in cybersecurity..."
Don’t say: "I am a faster learner"
Instead say: "Can you talk to me a little about where you've seen AEs fail and succeed for this reason before and what traits they had to succeed or were lacking that caused them to fail?"
𝟯. “What skills and experience do you see in your best AEs?”
You should ask this question at your earliest opportunity and use the answer to inform your approach. You are effectively uncovering the Decision Criteria of the hiring manager.
💡 Pro-tip: At the end of each interview, refer back to this question and their answer and ask:
“Do you believe I have demonstrated I have those skills and experience?”
💡 Pro-tip: Think of the above as prompts. Don’t try to repeat them word for word. Put them into your style and voice. You want to come across as genuine as possible, and you won’t do that by sounding scripted.