Cold calling works in reverse. Remember that when you interview for a sales job, you are the prospect in a very real sense, and your potential employer is the caller.

Remember that a good cold caller is a good listener. The job interview offers you a unique perspective. You can listen to the potential employer without judgment, because you’re not drawing a paycheck and you don’t hate anyone at the company yet. If you’re too nervous to listen, you might want to consider interviewing for as many jobs as you can to conquer that fear, because nothing feels better than being in a good position to negotiate. And interviewing without fear gives you a massive advantage over your competition.

You can learn a lot about the company you’re going to work for by asking this question: “Suppose I knew that our product line wasn’t a good match for a prospect I was talking to, but I knew that our #1 competitor’s products were an ideal fit. How would you expect me to handle the situation?”

I can promise you this much. The answer will be illuminating and could even change your mind about working there. Before I go on I’d like you to put yourself in your employer’s shoes and pose the same question to yourself. All right, done? Good. Here are some scenarios that might play out from such a question.

One nimble answer is this, but only if it’s true. Let’s say there’s a secret project in the works that comes close to what your prospect wants. “I can’t discuss future products with you right now, but I will say you’re not the first to ask for features like that. Do you mind if I talk to my boss about this and call you back? Meanwhile let’s drill down into some of the features you were asking about…” This gives you a chance to do some market research while not losing a customer. Best of both worlds.

What if you don’t have anything planned or extant that meets your prospect’s needs? Here’s a crazy idea: send them to the competition with your company’s blessing. As an employer I can tell you that would be more than fine by me. Your prospect will remember that gesture for a long, long time, and they’ll be more than willing to listen to your next cold call when the product cycle matures. If your potential employer doesn’t have the integrity to do that, maybe you’d rather not work there. Maybe the product line isn’t as well developed as it should be.

Is your first instinct to lie and say the product will have those features (even when it’s not planned)? Hey-it might match your future employer’s response. If so, I hope neither of you ever works for me, but I have seen that dynamic in action more times than I care to remember.

The right answer hinges on your own view of the world as well as that of your future employer. These techniques go beyond cold calling and help you qualify not just prospects, but your future livelihood as well.