70 Sales Representative Interview Questions & Answers [2026]

70 Sales Representative Interview Questions

Tell me about yourself.
Tell me about your sales experience and achievements.
How did you hear about this position?
Why are you looking for a new role?
Why did you choose a career in sales?
What past experiences make you good as a sales representative?
Where do you see yourself in five years?
What are your career goals?
Walk me through your current sales process.
Can you describe your sales process from start to finish?
What is your sales strategy?
How do you build rapport with potential clients?
How do you decide a prospect isn't the right fit?
How do you prioritize leads and manage your time effectively?
How do you keep up with current trends within the industry?
How do you stay knowledgeable about your target audience?
How do you handle objections and rejections?
Describe a time you lost a deal and how you followed up.
Tell me about a time you did not meet your sales goals.
Describe a time you fell short of a sales goal. What did you learn?
How would you handle a challenging or demanding client?
How do you handle pressure and meet sales quotas?
How do you handle being in high-pressure situations?
Tell me about a time you met your sales goals.
Tell me about your most successful sale.
What's your proudest sales accomplishment?
Tell me about a time that you turned a "no" into a "yes."
Explain a time you were especially creative to make a sale.
Can you share an example of a successful sales pitch?
What do you know about our company and product/service?
Why did you choose to apply?
What is your understanding of our company's products or services?
What interests you about selling our products?
What did your last product do for your customers?
Sell me this pen.
Sell me our product/service right now.
How would you sell our product to [specific customer type]?
Give me a 60-second elevator pitch for our product.
Role-play: I'm a prospect who says your product is too expensive.
How do you work with other team members to achieve sales goals?
Describe a time you collaborated with a colleague to close a deal.
How do you handle conflict with team members?
What role do you typically take in a team setting?
How do you build long-term relationships with clients?
Tell me about a time you turned an unhappy customer into a satisfied one.
How do you maintain relationships with existing customers?
Describe your approach to customer service in sales.
How do you ask for referrals from satisfied customers?
What CRM systems have you used?
How do you use technology to improve your sales process?
What sales tools or software are you most comfortable with?
How do you track your sales pipeline?
What motivates you in sales?
How do you stay motivated during slow periods?
What are you looking for in your next role?
Why should we hire you?
What are your salary expectations?
What's more important to you: hitting targets or building relationships?
What are your strengths as a sales representative?
What are your weaknesses?
How do you handle criticism or feedback?
What is your greatest professional failure?
How do you continue to develop your sales skills?
What would your previous manager say about you?
What would you do if a prospect went silent after initial interest?
How would you handle a situation where a competitor is offering a lower price?
What would you do if you realized mid-pitch that you misunderstood the client's needs?
How would you approach a territory with no existing customer base?
What would you do if a customer wanted a feature we don't offer?
How would you handle discovering a mistake in a proposal after sending it?

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Background and Experience

Tell me about yourself.

What to Listen For:

Clear articulation of relevant sales experience and passion for the industry, demonstrating they understand what makes them a strong fit for your specific sales role
Professional yet approachable communication style that balances confidence with humility, showing they can connect with prospects authentically
Specific examples highlighting knowledge of your field and transferable skills like customer service or problem-solving that directly apply to sales success

Tell me about your sales experience and achievements.

What to Listen For:

Quantifiable results including specific revenue numbers, percentage growth rates, or quota attainment that demonstrate consistent performance
Evidence of career progression such as promotions, awards, or expanded responsibilities that show upward trajectory and recognition
Confidence in discussing accomplishments without arrogance, along with concrete examples of how their contributions impacted company success

How did you hear about this position?

What to Listen For:

Evidence of genuine research into your company beyond just finding the job posting, showing they understand your values and mission
If referred, listen for the referrer's name and the candidate's understanding of why that person thought they'd be a good fit
Enthusiasm about specific aspects of your company culture or product that resonated during their research, indicating authentic interest

Why are you looking for a new role?

What to Listen For:

Positive framing that acknowledges growth from their current role while explaining why it no longer aligns with their evolving career goals
Focus on seeking new challenges, skill development, or opportunities rather than complaining about current employers or compensation alone
Clear connection between their stated needs and what your specific role offers, showing they've thought about long-term fit

Why did you choose a career in sales?

What to Listen For:

Genuine passion for connecting with people and solving customer problems rather than just being motivated by commission potential
Understanding of what sales actually requires—resilience, relationship-building, and persistence—showing realistic expectations
Personal stories or experiences that naturally led them to sales, demonstrating authentic interest rather than viewing it as just any job

What past experiences make you good as a sales representative?

What to Listen For:

Specific examples demonstrating both hard skills (closing techniques, pipeline management) and soft skills (communication, empathy, resilience)
Proven results with measurable outcomes that show they've successfully overcome challenges and achieved goals in previous roles
Transferable experiences from non-sales roles that demonstrate customer service excellence, persuasion abilities, or relationship management

Where do you see yourself in five years?

What to Listen For:

Ambition and interest in upward mobility within sales, indicating drive and long-term commitment rather than viewing this as a temporary position
Realistic career progression that aligns with your company's growth opportunities and typical advancement paths
Balance between personal development goals and company contribution, showing they're thinking about how to add increasing value over time

What are your career goals?

What to Listen For:

Clear demonstration that they're seeking growth and skill development, not just any sales job, indicating initiative and drive
Alignment between their stated goals and the career path your company can realistically offer, ensuring mutual long-term fit
Evidence they've researched your company's structure and advancement opportunities, showing serious interest in building a career with you

Sales Process and Methodology

Walk me through your current sales process.

What to Listen For:

Clear explanation of each stage from prospecting through closing and follow-up, demonstrating understanding of the complete sales cycle
Customization of their approach based on customer segment, territory, or product type, showing strategic thinking and adaptability
Specific tactics and methodologies they employ at each stage, revealing whether their process aligns with your company's sales philosophy

Can you describe your sales process from start to finish?

What to Listen For:

Organizational skills demonstrated through a logical, step-by-step methodology that shows they can manage complex sales cycles effectively
Recognition of how their process aligns with your company's existing system while identifying opportunities for enhancement
Reflection on why they use certain methods and examples of how they've adapted their process based on results and learnings

What is your sales strategy?

What to Listen For:

Comprehensive approach that covers prospecting, relationship-building, closing techniques, and target achievement strategies
Adaptability in tailoring strategy to different customers, industries, or market conditions rather than using a one-size-fits-all approach
Alignment between their strategic thinking and your company's sales goals, market position, and customer base

How do you build rapport with potential clients?

What to Listen For:

Specific techniques for establishing trust and connection, such as active listening, asking insightful questions, or finding common ground
Examples of how they've personalized their approach to meet individual customer needs and communication styles
Evidence of maintaining long-term relationships beyond the initial sale, showing commitment to customer success and retention

How do you decide a prospect isn't the right fit?

What to Listen For:

Clear qualification criteria that demonstrates they prioritize quality over quantity and understand how to identify viable leads
Lead qualification skills including budget assessment, decision-maker identification, and timeline evaluation (BANT or similar frameworks)
Strategic thinking about where to focus energy for maximum return, showing efficiency and understanding of opportunity cost

How do you prioritize leads and manage your time effectively?

What to Listen For:

Specific systems for daily planning, priority adjustment, and deadline management that demonstrate strong organizational capabilities
Use of tools like CRM systems, lead scoring methodologies, or sales pipeline software to efficiently manage workflow
Balance between pursuing high-potential opportunities and maintaining healthy work-life boundaries to prevent burnout

How do you keep up with current trends within the industry?

What to Listen For:

Active engagement with industry resources such as publications, podcasts, webinars, or professional associations relevant to your market
Examples of how staying informed has helped them better understand customer pain points or position products effectively
Commitment to continuous learning and professional development, indicating they'll stay competitive and bring fresh insights to your team

How do you stay knowledgeable about your target audience?

What to Listen For:

Specific methods for researching both industry trends and individual business developments, showing initiative beyond surface-level knowledge
Regular routines or systems for staying informed, such as weekly newsletter reviews, quarterly client check-ins, or monthly webinar attendance
Empathy and sensitivity to individual business circumstances rather than making blanket assumptions based solely on industry-wide trends

Handling Challenges and Objections

How do you handle objections and rejections?

What to Listen For:

Resilience and composure when facing pushback, demonstrating they don't take rejection personally or become defensive
Strategic approach to uncovering the real objection through questioning and active listening, then addressing root concerns effectively
Specific examples of turning objections into opportunities by reframing concerns and presenting alternative solutions

Describe a time you lost a deal and how you followed up.

What to Listen For:

Professional grace in accepting the loss without burning bridges, showing maturity and long-term relationship thinking
Initiative in seeking feedback to understand why the deal was lost and using that insight for continuous improvement
Strategic follow-up plan with specific timing and methods, recognizing that lost deals can become future opportunities

Tell me about a time you did not meet your sales goals.

What to Listen For:

Honest acknowledgment of the shortfall with context about contributing factors without making excessive excuses
Self-awareness about their role in the outcome and specific lessons learned that led to improved future performance
Concrete actions taken to get back on track and prevent similar situations, showing resilience and problem-solving ability

Describe a time you fell short of a sales goal. What did you learn?

What to Listen For:

Complete picture using the STAR framework (Situation, Task, Action, Result) that provides proper context and demonstrates structured thinking
Strategic response to the shortfall, including analysis of root causes and implementation of corrective measures
Growth mindset that views setbacks as learning opportunities and evidence of applying those lessons to achieve future success

How would you handle a challenging or demanding client?

What to Listen For:

Respect and empathy for the client's concerns rather than frustration or dismissiveness, showing emotional intelligence
Specific strategies for understanding root issues through active listening and probing questions before proposing solutions
Professional boundary-setting when appropriate while maintaining the relationship and focusing on mutually beneficial outcomes

How do you handle pressure and meet sales quotas?

What to Listen For:

Organizational systems and prioritization strategies that help them stay focused and productive during high-pressure periods
Positive attitude and resilience under stress, with examples of maintaining or exceeding performance despite challenging conditions
Healthy work-life balance practices and self-care strategies that prevent burnout and ensure sustainable long-term performance

How do you handle being in high-pressure situations?

What to Listen For:

Specific coping mechanisms and stress management techniques that demonstrate self-awareness and emotional regulation
Evidence of maintaining quality performance under pressure rather than letting stress negatively impact results or relationships
Systems for preventing overwhelm such as time blocking, delegation, or seeking support when needed to avoid burnout

Sales Success and Achievements

Tell me about a time you met your sales goals.

What to Listen For:

Specific strategies and tactics used to achieve the goal, providing a replicable formula that could benefit your team
Clear description of the opportunity, goal established, and measurable results achieved using the STAR method
Evidence of exceeding rather than just meeting goals when possible, indicating high performance and ambition

Tell me about your most successful sale.

What to Listen For:

Complete sales process from initial contact through closing, highlighting challenges overcome and skills applied at each stage
Enthusiasm and genuine pride in the achievement, showing passion for sales success and customer satisfaction
Focus on value created for the customer beyond just deal size, demonstrating commitment to solving real business problems

What's your proudest sales accomplishment?

What to Listen For:

Significant achievement that demonstrates their capabilities, whether exceeding targets, building key relationships, or launching new initiatives
Understanding of the work environment and specific actions that contributed to their success, showing self-awareness about performance drivers
Impact beyond personal success, such as contributions to team performance, process improvements, or customer outcomes

Tell me about a time that you turned a "no" into a "yes."

What to Listen For:

Persistence combined with strategic thinking rather than just aggressive follow-up, showing they can read situations appropriately
Specific techniques used such as timing, new information, relationship-building, or creative problem-solving that changed the outcome
Understanding of why the initial rejection occurred and how they addressed those concerns to ultimately win the business

Explain a time you were especially creative to make a sale.

What to Listen For:

Innovative problem-solving that went beyond standard procedures to address unique customer challenges or objections
Collaboration with internal teams to develop custom solutions, showing resourcefulness and cross-functional relationship skills
Application of creative solution to improve broader team processes or strategy, demonstrating strategic thinking beyond individual deals

Can you share an example of a successful sales pitch?

What to Listen For:

Thorough preparation including customer research, objection anticipation, and pain point identification before the pitch
Clear articulation of how they communicated value, addressed concerns, and adapted their message to the audience's needs
Strong closing technique and measurable results that demonstrate the pitch's effectiveness in moving the deal forward

Product and Company Knowledge

What do you know about our company and product/service?

What to Listen For:

Thorough research demonstrated through specific knowledge of products, target customers, competitive positioning, and company values
Understanding of how your product solves customer problems and creates value, not just feature lists
Genuine enthusiasm and ability to articulate why they want to work for your company specifically versus competitors

Why did you choose to apply?

What to Listen For:

Alignment between their personal values and your company's mission, culture, and market position
Authentic passion for your industry or product category, especially in specialized fields like medical device sales
Specific aspects of the role or company that appeal to them, showing they've thought deeply about fit beyond just needing a job

What is your understanding of our company's products or services?

What to Listen For:

Effort and initiative shown through detailed knowledge of your offerings, demonstrating serious interest in the role
Connection between your company's values and their personal approach to sales, indicating cultural and philosophical alignment
Ability to articulate customer benefits and use cases, showing they're already thinking like one of your sales representatives

What interests you about selling our products?

What to Listen For:

Basic understanding of your product's features, benefits, and competitive advantages gained through pre-interview research
Authentic connection to your product or mission showing they can sell with genuine enthusiasm rather than just going through motions
Ability to see themselves successfully selling to your target customers, indicating confidence and strategic thinking about fit

What did your last product do for your customers?

What to Listen For:

Focus on customer outcomes and problem-solving rather than just listing product features, showing value-based selling approach
Understanding of different use cases and benefits for various customer segments, demonstrating strategic market knowledge
Natural transition into a mini sales pitch if appropriate, showcasing their ability to communicate value compellingly

Sales Pitch and Role-Play

Sell me this pen.

What to Listen For:

Discovery questions to understand your needs before launching into features, showing consultative approach rather than transactional pitching
Clear articulation of benefits tailored to the identified needs, using specifics like durability, word count, or cost savings
Confident close with a directcall-to-action, demonstrating they're comfortable asking for the sale rather than just presenting information

Sell me our product/service right now.

What to Listen For:

Quick thinking and composure under pressure, showing they can handle unexpected situations professionally
Application of pre-interview research by accurately highlighting key product benefits and differentiators from competitors
Natural sales ability including clear communication, confidence, enthusiasm, and ability to handle improvised objections

How would you sell our product to [specific customer type]?

What to Listen For:

Customer-centric approach that addresses specific pain points, priorities, and buying motivations of the target segment
Understanding of your target market and ability to tailor messaging to different buyer personas or industries
Strategic thinking about objections this customer type might raise and proactive responses to overcome them

Give me a 60-second elevator pitch for our product.

What to Listen For:

Concise and compelling communication that hits key points without overwhelming with detail or going over time
Clear structure covering problem, solution, benefits, and call-to-action that follows logical persuasive flow
Confidence and polish in delivery suggesting they've practiced and can represent your brand professionally

Role-play: I'm a prospect who says your product is too expensive.

What to Listen For:

Calm, non-defensive response that acknowledges the concern while exploring the underlying issues through questions
Value reframing by discussing ROI, total cost of ownership, or cost of inaction rather than simply defending price
Creative problem-solving such as payment plans, tiered options, or value-add services to address budget concerns

Teamwork and Collaboration

How do you work with other team members to achieve sales goals?

What to Listen For:

Collaborative mindset that balances individual performance with team success, recognizing when to share leads or knowledge
Specific examples of cross-functional collaboration with marketing, customer success, or product teams to close deals
Leadership qualities including mentoring newer reps or contributing to team strategy even in non-management roles

Describe a time you collaborated with a colleague to close a deal.

What to Listen For:

Recognition of when collaboration adds value and ability to leverage others' expertise rather than trying to do everything alone
Clear communication and coordination skills that ensured seamless customer experience despite multiple team members involved
Generosity in sharing credit while accurately describing their specific contributions to the successful outcome

How do you handle conflict with team members?

What to Listen For:

Direct yet respectful communication approach that addresses issues promptly rather than letting them fester
Focus on finding solutions and common ground rather than winning arguments or assigning blame
Maturity in knowing when to involve management versus resolving conflicts independently at the appropriate level

What role do you typically take in a team setting?

What to Listen For:

Self-awareness about their natural working style and how they contribute most effectively to team dynamics
Flexibility to adapt their role based on team needs rather than rigidly adhering to one style regardless of situation
Balance between independence and collaboration that fits your team structure and culture

Customer Relationships

How do you build long-term relationships with clients?

What to Listen For:

Consistent follow-through on commitments and regular check-ins that demonstrate reliability and genuine care beyond closing deals
Strategic value-add beyond the initial sale such as sharing industry insights, introducing connections, or anticipating needs
Systems for maintaining relationships at scale using CRM tools, scheduled touchpoints, and personalized communication

Tell me about a time you turned an unhappy customer into a satisfied one.

What to Listen For:

Empathy and active listening skills that allowed them to fully understand the customer's frustration and root causes
Ownership of the issue regardless of fault, showing accountability and focus on resolution rather than deflecting blame
Creative problem-solving and persistence in finding solutions that not only resolved the issue but strengthened the relationship

How do you maintain relationships with existing customers?

What to Listen For:

Proactive communication strategy with regular touchpoints, business reviews, and check-ins rather than only reaching out when issues arise
Understanding of customer retention value and investment in existing relationships through upselling, cross-selling, and referral generation
Balance between staying top-of-mind and respecting boundaries to avoid becoming intrusive or pestering customers

Describe your approach to customer service in sales.

What to Listen For:

Philosophy that views sales and service as integrated rather than separate functions, showing commitment beyond the close
Specific practices for ensuring customer success including onboarding support, resource sharing, and addressing concerns promptly
Recognition that excellent service drives referrals, testimonials, and repeat business that fuel long-term sales success

How do you ask for referrals from satisfied customers?

What to Listen For:

Strategic timing when asking for referrals after delivering value and confirming customer satisfaction
Specific, low-pressure approach that makes it easy for customers to refer by asking targeted questions about their network
Follow-through process including thanking referrers and keeping them updated on outcomes to encourage future referrals

Tools and Technology

What CRM systems have you used?

What to Listen For:

Specific experience with major platforms (Salesforce, HubSpot, Microsoft Dynamics) and understanding of core CRM functionality
Discipline in maintaining accurate, up-to-date records that demonstrate organizational skills and respect for data integrity
Strategic use of CRM beyond basic logging, such as pipeline analysis, forecasting, and workflow automation

How do you use technology to improve your sales process?

What to Listen For:

Proactive adoption of tools for prospecting, communication, scheduling, presentation, and tracking that improve efficiency
Balance between leveraging technology and maintaining personal touch, using automation appropriately without becoming robotic
Continuous learning mindset about emerging sales technologies and willingness to adapt to new systems

What sales tools or software are you most comfortable with?

What to Listen For:

Breadth of experience across different tool categories including CRM, email automation, video conferencing, and analytics platforms
Deep proficiency with at least some tools rather than just surface-level familiarity, showing they maximize available resources
Adaptability and quick learning ability if they lack experience with your specific tech stack

How do you track your sales pipeline?

What to Listen For:

Systematic approach using specific tools and methodologies that provide clear visibility into deal stages and forecast accuracy
Regular review cadence and metrics tracking that demonstrate data-driven decision making and accountability
Ability to identify bottlenecks, prioritize opportunities, and adjust strategy based on pipeline analysis

Motivation and Goals

What motivates you in sales?

What to Listen For:

Balance of intrinsic motivators (helping customers, personal growth, competition) and extrinsic ones (commission, recognition, advancement)
Authentic passion for the work itself rather than just financial rewards, indicating long-term commitment and resilience
Alignment between their motivations and what your company culture and compensation structure can realistically provide

How do you stay motivated during slow periods?

What to Listen For:

Proactive strategies like increasing activity, refining skills, or prospecting new markets rather than passive waiting for conditions to improve
Positive mental attitude and resilience frameworks that help them maintain confidence despite temporary setbacks
Long-term perspective recognizing that sales cycles have natural ebbs and flows requiring patience and consistency

What are you looking for in your next role?

What to Listen For:

Clear articulation of priorities such as growth opportunities, company culture, product alignment, or compensation structure
Realistic expectations that match what your role actually offers, indicating potential for long-term satisfaction and retention
Thoughtful consideration of fit beyond just any sales job, showing they've reflected on what environment brings out their best work

Why should we hire you?

What to Listen For:

Compelling summary of their unique value proposition including specific skills, experiences, and qualities that differentiate them
Direct connection between their capabilities and your company's specific needs or challenges they've identified through research
Confidence without arrogance, demonstrating self-awareness about strengths while remaining humble and coachable

What are your salary expectations?

What to Listen For:

Market research evidenced by realistic expectations based on experience level, location, and industry standards
Understanding of total compensation including base salary, commission structure, benefits, and advancement opportunities
Flexibility and openness to negotiation while being clear about minimum requirements and what would make them accept the offer

What's more important to you: hitting targets or building relationships?

What to Listen For:

Sophisticated understanding that these aren't mutually exclusive—strong relationships typically drive consistent target achievement
Alignment with your sales model, whether it's more transactional (target focus) or consultative (relationship focus)
Nuanced approach showing they can balance short-term results with long-term customer value depending on situation

Self-Assessment

What are your strengths as a sales representative?

What to Listen For:

Self-awareness about genuine strengths supported by specific examples rather than generic claims
Relevance of stated strengths to your specific sales role and product type
Balance of different strength categories including technical skills, interpersonal abilities, and personal qualities

What are your weaknesses?

What to Listen For:

Honest acknowledgment of genuine areas for improvement rather than disguised strengths ("I work too hard")
Concrete steps they're taking to address weaknesses, showing growth mindset and commitment to development
Weaknesses that won't be critical impediments to success in your specific role and environment

How do you handle criticism or feedback?

What to Listen For:

Openness to feedback without defensiveness, viewing it as opportunity for growth rather than personal attack
Specific examples of implementing feedback that led to improved performance or changed approaches
Proactive seeking of feedback and coaching, indicating coachability and desire for continuous improvement

What is your greatest professional failure?

What to Listen For:

Vulnerability in sharing a genuine failure rather than minimizing or deflecting with a minor setback
Accountability for their role in the failure without excessive blame of external factors or other people
Clear articulation of lessons learned and subsequent behavior changes that demonstrate growth and maturity

How do you continue to develop your sales skills?

What to Listen For:

Active learning through books, podcasts, courses, certifications, or conferences that demonstrate commitment to professional growth
Practice of deliberate skill development through role-playing, shadowing top performers, or seeking stretch assignments
Reflection on performance data and customer interactions to identify patterns and areas for improvement

What would your previous manager say about you?

What to Listen For:

Realistic assessment that includes both strengths and areas for development, showing self-awareness and honesty
Consistency with other answers about their work style, achievements, and areas for growth
Positive overall characterization that suggests strong references will support their candidacy

Situational Scenarios

What would you do if a prospect went silent after initial interest?

What to Listen For:

Persistence balanced with respect for the prospect's time and situation, avoiding aggressive or desperate follow-up tactics
Strategic variety in follow-up methods (email, phone, LinkedIn, value-add content) and timing to re-engage attention
Knowing when to qualify out and redirect energy to more promising opportunities rather than endlessly pursuing cold leads

How would you handle a situation where a competitor is offering a lower price?

What to Listen For:

Value-based selling approach that shifts conversation from price to total value, ROI, and long-term partnership benefits
Competitive knowledge about differentiators in service, quality, features, or support that justify price differences
Confidence in your product's value without disparaging competitors or immediately resorting to discounting

What would you do if you realized mid-pitch that you misunderstood the client's needs?

What to Listen For:

Honesty and transparency in acknowledging the misunderstanding rather than continuing with an irrelevant pitch
Adaptability in pivoting conversation back to discovery questions to properly understand needs before continuing
Grace and professionalism in recovering from the mistake without losing composure or credibility

How would you approach a territory with no existing customer base?

What to Listen For:

Strategic market analysis approach including target account identification, competitive research, and prioritization frameworks
Multi-channel prospecting plan combining outbound efforts, networking, partnerships, and marketing-generated leads
Realistic expectations about timeline and early metrics while demonstrating ambition and hunter mentality

What would you do if a customer wanted a feature we don't offer?

What to Listen For:

Discovery to understand the underlying need the feature would address and alternative ways your product might solve it
Honesty about current capabilities while exploring workarounds, roadmap items, or integration possibilities
Process for documenting and escalating feature requests to product teams to potentially influence future development

How would you handle discovering a mistake in a proposal after sending it?

What to Listen For:

Immediate acknowledgment and correction of the error with the prospect before they discover it themselves
Professional ownership without over-apologizing or undermining confidence in the broader solution
Learning mindset about implementing quality control processes to prevent similar mistakes in the future

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