Embracing the Unexpected: Lessons from a Interesting Interview Experience I had

In the dynamic world of sales, every interview offers a chance for growth and learning. Reflecting on an interesting experience I encountered a few years ago, I realized the invaluable lessons hidden within from an interview that initially seems like a nightmare scenario.

The Interviewers asked me to open up an excel sheet and ran through these 3 columns.

Somewhere after account management, I was asked this question about what a seasoned sales professional will do to qualify an opportunity. I answer that I would find out how long they take to make a decision, the number of decision stages, what is their need, and if they have the budget for it this financial year.

They then asked if i missed out anything.....This was where my nightmare began...because i was at a total loss...did i forget something? was I a fucked up sales professional ? I panicked, but I bravely said, "I am sorry but I don't think I missed out anything".

One of the interviewer than offered me a hint BANT... and i was like having a what is that moment?! I started with SPIN, I studied LAMP, I did Strategic and Conceptual Selling methods, i did MEDDIC and MEDDPICC ...I NEVER HEARD OF BANT! (you can see my face on camera...losing confidence)So i asked, I am sorry but I never heard of BANT...Never ? They asked, I said no...but i am curious to know what it is Budget, Authority, Need and Timeframe (it is an old IBM opportunity qualification methodology).... I immediately know i missed out on authority...so i clarified with them to understand what they were expecting.

They then let me know it is about the decision making process and hierarchy and so on. I then asked them back for clarity, "Excuse me....but shouldn't this be like common sense for all sales professional?" I mean, if i do not know the decision making process and hierarchy...why would I even want to attempt to sell to the customer in the first place? I don't even know if the audience is correct! But they shared that many sales professional lack that understanding.

And I was like, well if that is the case, let me show you all the homework that I have done to prepare for this interview...i talked about how i search them on linkedin, find out about the company hiring process, the history behind it as i spoke to some of their ex-colleagues...and open source intel such as their background, linkedin, facebook, news to deal flow to market intel.

So while I may not be the best but I always do my homework. but because i know they are one of the best players in the market, what kind of deals I can bring in and close, presented my evidence to show them where the market is, with CTOs references. I told them that I am not here for an easy life, but i know where the market is, who and how to cover it and execute to closure.

At the end of the interview, i asked if there is anything else I did not addressed through out the whole process..and if there is anything that could make me the person they are looking for....They said, they have seen and heard me in action...and they are good.

And that was the end of the interview.I thought I totally screwed it up but at least I recovered at the end.

That was the end, i thought I would hear from them..but i felt good in recovering the interview from near disaster. I sent a couple of messages and email to the interviewers to follow up on some of the discussions during the interview. Thanked them for teaching me BANT and bid goodbye.

And life went on with other interviews and meetings where I applied BANT and I aced all my interviews resulting in about 23 offers.

5 days later, these guys contacted me to ask how i felt after the interview...and I told them, it was one of the toughest i have ever had because i did not know something that they were expecting...however i found it refreshing and invigorating...something that i will always remember in my sales professional career.

And they said they decided to offer me a job...i was like...only after the first interview?!

Well...the rest of the story you already know....because it is now history