Goodfit

Sales aptitude test with spoken replies to real buyer objections

In about 30 minutes, candidates answer 10 sales judgment questions, record spoken replies to two buyer objections and write up a deal they lost. Goodfit scores resilience, discovery, ownership and deal judgment, with a quote and a reason for each answer.

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A sales resume cannot show how someone handles a price objection

Sales candidates are good at interviews, because selling themselves is part of the job. What you need to know is how they act when a buyer pushes back, a lead goes quiet or a deal is lost. This test puts them in those moments. Every candidate hears the same buyer and answers the same questions, so you compare them on the same ground.

Three formats in one 30-minute test

Ten judgment questions, two recorded objections with spoken replies and one written lost-deal review. Each answer is scored on one of four sales skills.

Objections

Candidates hear a buyer objection and record their reply

The objection plays as an audio clip. The candidate has two minutes to record a spoken reply. Goodfit turns the reply into a transcript and scores it against your model answer. A strong reply asks a question before it defends the price.

  • Two objection clips, such as price and timing
  • Two minutes to reply to each one
  • Every reply recorded and transcribed
  • Swap in objections your own buyers raise

Four skills

Each answer is scored on one of four sales skills

Questions are grouped into resilience, discovery, ownership and deal judgment. Each group gets its own score. Spoken answers show a quote from the transcript, so you can see why a score is high or low.

  • Resilience: does the candidate stay calm after pushback?
  • Discovery: do they ask questions before they pitch?
  • Ownership: do they take responsibility for a lost deal?
  • Deal judgment: can they tell a weak lead from a strong one?

Judgment questions

Judgment questions give points to every reasonable choice

Ten questions describe a sales moment, such as 30 leads and five hours to work them. Each option carries a weight you control. The best plan earns full points, a workable plan earns some and a poor plan earns none.

  • Ten questions, four options each
  • A weight from 0 to 100 on every option
  • Different questions for SDR, AE and manager versions
  • A timer on each question

Lost deal

A written lost-deal review shows who takes ownership

Candidates describe a deal they lost and what they would change. The AI checks whether they own their part, name a specific change and avoid blaming only the price or the product. The score comes with a short reason.

  • Up to 2,000 characters
  • Scored against your model answer
  • A one- or two-sentence reason from the AI
  • Read the full answer in the report

Versions

Choose the version for SDR, AE, manager or field sales roles

An SDR is tested on prospecting and qualifying. An AE is tested on closing and pricing talks. A sales manager answers questions on coaching a rep and calling a forecast. You can swap in objections and scenarios from your own market.

  • SDR and BDR: prospecting, qualifying, follow-up
  • AE: discovery, objections, closing
  • Sales manager: coaching, pipeline reviews, forecasts
  • Field sales: planning a route and handling walk-ins

Shortlist

Rank every candidate and listen to the top replies

Sort the list by total or by one skill, such as discovery for an SDR role. Open a candidate to play their objection replies and read the lost-deal review. Move the top group to an AI interview or an AI roleplay in one step.

  • Sort by total or by any of the four skills
  • Play recordings right from the report
  • Move a group to the next step at once
  • Results post to your Slack channel

Free to start

Try Goodfit on your next open role

Create a free account, add a job and send the AI interview to real applicants. You get a scorecard for each one with the recording behind every score.

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Sample questions on the sales aptitude test

These sample questions come from the Goodfit library. The final set depends on the version you pick (SDR, AE, sales manager or field sales).

Objection clip · Resilience

"A buyer says, ‘Your price is 30% higher than the other tool we are looking at.’ You have two minutes to record your reply."

Judgment · Deal judgment

"You have 30 leads and 5 hours. One is large and slow, ten are mid-size and unsure, and the rest are small but quick to decide. Which do you work first?"

Written review · Ownership

"Describe a deal you lost in the last 12 months. What would you do differently if you started it again?"

Judgment · Discovery

"A prospect goes silent for two weeks after a strong first call. Which follow-up do you send?"

Objection clip · Resilience

"A buyer says, ‘We like it, but we cannot start until next quarter.’ You have two minutes to record your reply."

30 min

typical time

13

questions in three formats

4

sales skills scored

2 min

to reply to each objection clip

FAQ

Sales aptitude test: common questions

What is a sales aptitude test?
A sales aptitude test checks how a candidate handles real selling moments, such as a price objection, a list of leads or a lost deal. The Goodfit version mixes judgment questions, spoken replies and a written review in one test.
What does the Goodfit sales aptitude test measure?
Four skills: resilience after pushback, discovery before pitching, ownership of lost deals and judgment about which leads to work. Each skill gets its own score.
How long is the test?
About 30 minutes. It has 10 judgment questions, 2 recorded objections with spoken replies and 1 written lost-deal review. The report is ready a few minutes after the candidate finishes.
How are spoken replies scored?
Each reply is recorded and turned into a transcript. The AI scores the transcript against your model answer and writes a one- or two-sentence reason. You can play every recording in the report.
Can I use it for SDR, account executive and sales manager hiring?
Yes. There are versions for SDR, BDR, account executive, sales manager and field sales roles, and each uses its own scenarios. Use it as the first test for any role that carries a quota or builds pipeline, and for internal promotions where every applicant should take the same test.
Can I customize the test for my company?
Yes. Change option weights, swap in objections your buyers raise and write your own model answers. You can also add a cognitive ability test or a situational judgment test to the same hiring process.
Is the buyer in the objection clip a live AI?
The objection is a recorded clip, and the candidate records one reply. For a live back-and-forth with an AI buyer, add an AI roleplay after the test.
How is this different from a sales personality test?
A personality test asks candidates to describe themselves. This test asks them to sell, plan and explain. Many teams use both, with the personality test to plan interview questions.

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Candidates answer a recorded buyer out loud, and you hear how each one handles the objection.

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