JTBD Sales Interview

Warm up

  • Genuine small talk builds trust
  • Sample questions
    • Q.1. I noticed that you climbed Mt. Kilimanjaro (topic the other person is interested in). Why on earth Lisa?
    • Q.2. Impressive client roster you folks have. What makes you such a badass VP of Sales Bob? (find out what makes your prospect special).
    • Q.3. What was the best part of your weekend? Do anything that would make me jealous? Do tell (story your prospect can tell)
    • Q.4. What are you looking forward to this week?
    • Q.5. Never been to Colorado. Why is it amazing?
  • Find topic of interest and followup with more
    • Really? Tell me more?
    • What do you mean?


  • Confirm time available
  • Share agenda
  • 60 second story
  • Transition to interview
    • Reassure that there are no right or wrong answers, it’s like a documentary


  • Find the motivation
    • What changed at ACME that prompted you to jump on a call today?
    • Typically, people talk to us because ….. Do any of these resonate with you?
    • When did you first start thinking about that?
    • What triggered you to start thinking about it?
  • Understand where they have been
    • What have you tried?
  • Find where they want to be
    • Tell me what better looks like 6 months from now