In the world of sales, one of the first steps to landing your role is often a screening call. It's your initial sales pitch, a brief but powerful opportunity to sell yourself and demonstrate the qualities that employers are seeking. At EchoStar, we’ve built our sales teams by hiring exceptional talent, so we know what it takes to make a memorable first impression. We’re sharing our expertise to help you master this crucial stage, whether you’re interviewing with us or another organization.

The Sales Mindset: What Top Companies Seek

Before you pick up the phone, understand the mindset that successful sales professionals embody. Recruiters and hiring managers are looking for a few key traits that signal a candidate’s potential to thrive in a competitive, high-energy environment.
 

• Financially Motivated: A good salesperson is driven by results. Recruiters want to hear that you’re ambitious and motivated to hit and exceed your financial goals. Your excitement for earning potential shows a direct link between your hard work and your desire for reward, which is a foundational driver of success in sales.
  
• Energetic and Outgoing: Sales is about connection and passion. Your energy on a screening call is a key indicator of the enthusiasm you'll bring to customer interactions. Clearly represent your personality and confidence. A positive demeanor communicates that you’re someone who can engage customers and build rapport efficiently.
  
• Goal-Oriented: Recruiters want to hear about your drive and ambition. In a screening call, you should be ready to discuss your specific goals. This shows that you have a clear sense of purpose. Whether your goal is to be a top performer, manage a team or simply hit specific targets, articulate it with confidence.
  
• Professional: Even a brief screening call requires professionalism. This is your chance to show that you take the opportunity seriously. Ensure you are in a quiet and distraction-free environment. If it's a video call, opt for business casual attire and a clean background. Avoid casual or unprofessional language. Your tone and punctuality are also key to expressing your professionalism.

Mastering the Screening Meeting: Your Action Plan

Your screening call is your first sales pitch, and you are the product. Let’s walk through how to master each component and set yourself apart from the start.

Many screening calls include a persuasion-based question designed to see how you think on your feet. You might be asked something like, "Think of a product you really like. Can you walk me through the benefits and why I would buy it?" The goal of this question is not to evaluate your knowledge of the product, but to assess your core sales instincts.

Choose a product you’re genuinely passionate about and can talk about with enthusiasm. Focus on specific features and benefits from a potential customer’s point of view. A good salesperson sells solutions, not just products. This exercise demonstrates your ability to connect with a prospect, think strategically about their needs and convey excitement.

When answering behavioral questions about past experiences, the STAR method is your most powerful tool. For a screening call, use this framework to provide clear and concise examples without getting bogged down in unnecessary detail. The recruiter is looking for concise and confident answers that show your potential.

By having a few prepared STAR responses, you can quickly and effectively showcase your problem-solving and collaboration skills.

Your level of preparation is an indicator of your professionalism and drive. It signals to a recruiter that you're a serious candidate who will bring the same level of commitment to your work. Before your call, review the company’s website, social media and recent press releases. Understand their mission, values and what makes them unique in their industry. This shows a genuine interest that will help you standout among other candidates.

Have a few thoughtful questions ready to ask at the end of the call. This demonstrates your engagement and curiosity. Ask about the team's culture, the company's growth trajectory or the biggest challenges facing current team members in the role.

The Difference a Great Screen Makes

A successful screening call builds credibility. It tells the recruiter that you have the right mindset, the foundational skills and the professionalism to represent their brand. The principles of drive, preparation and enthusiasm that lead to success on a screening call are the same ones that will help you succeed in a sales role. By applying these strategies, you're developing a relationship with the recruiter, increasing your chances of landing a follow-up interview and building a foundation for a rewarding sales career.