sales competency questions

@Meg_Prater. What role does content play in your selling process? Pretend I'm a prospect who didn't answer the phone. Below are the nineteen sales competencies that make up our model. As they share attributes about their management style, consider if these traits fit your company culture and the needs of your team. Look out for open-ended questions that will help a rep thoroughly understand a prospect's needs. It's a plus if the candidate provides examples of when they exemplified each trait. Currently, you might not be actively selling (as in approaching leads). Listen to see how clearly and concisely they can explain the topic. Neglecting to use LinkedIn to research clients is not a viable option in today's sales environment. On one hand, you want your team to meet their targets. Sales Technology is a great example of how quickly OMG moves to not only remain current as selling evolves, but to lead the way and standardize the competencies which experts in the sales development space view as core to success. Adaptability skills: Have you ever had to approach a prospective client in a different way? Someone who can prove that they are results driven and can also inspire others to do as they do will be a huge advantage for a candidate when it comes to impressing interviewers. This question aims to better understand the candidate’s thought process as they approach a sale. You want a team of creative problem-solvers and innovators. Industry And Market Questions. The answer to this question will tell you a lot about how your candidate solves problems and thinks strategically. The Gulas Group says, when a sales rep owns the sale, he or she “doesn’t need approval” and gets the job done. What are three adjectives a former client would use to describe you? Walk me through what steps you take to learn about a new piece of technology. Technical Sales Interview Questions 1. What's your favorite question to gauge need and interest? Competency-based interview questions are designed to assess whether or not an interviewee has the appropriate skills, attributes and qualities to perform a role with the required manner in line with the job description. Go for the sale with a story attached. Maybe you adopted a different pitching style; prepared your pitch differently; or used key words and motivating words to get the buy in of your prospect? Stay up to date with the latest marketing, sales, and service tips and news. Here companies are looking for examples of how and why you were successful. Tell me about an objection you had trouble overcoming over the phone. Needs Analysis). This is another question that shows how much research your candidate has done on the company. Without it, you won’t get far in the sales game. Individuals who are committed to continuous learning make inspiring team members. Use the STAR interview response technique to structure your answers to these questions. If the candidate expresses a desire to pursue a career move your company can't provide, you might be interviewing again sooner than you'd like. What's the best way to establish a relationship with a prospect? If the candidate has not used social channels to research prospects or look for leads in the past, make sure they have a willingness to learn. Sample Questions Sales Competency Test 1. The Sales Competencies reflect the challenges that the modern salesperson faces. Have you had to deal with a particularly tricky customer? An ideal candidate should communicate they're willing to learn and grow in their role. What role does social media play in your selling process? That may seem like a lot, but remember, you’re building a profile on a stranger, which takes a lot of data-collecting. Dig deeper and ask for a recent piece of information they've learned from one of the publications. There are a number of key competencies specific to sales which interviewers will be looking to assess when it comes to competency based interviews. See our step-by-step process for competence led learning here. By being prepared and taking in our experts’ advice on the 30 most common competency-based interview questions you’re likely to face. Talk about how you may have had to adapt this as the conversation with your prospective client developed – particularly if they were tricky to deal with. If you don’t already have one, check the company website or search out the original ad.”. Our Story & Expertise Case Studies & Testimonials Contact Us Visit HRSG.ca ↗ Resources. Naturally, you need to draw on an example of where you’ve successfully negotiated a sale. By asking candidates about a fictional company, you'll learn more about their future goals and motivators. If so, why? Ask them what they do to simplify their least favorite part of the process or make it more enjoyable. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '77befacf-0c4a-44df-b999-6ac676dc1389', {}); These recruiter-approved sales interview questions help you find candidates who are a good fit for your organization and the sales profession. Posted on November 2, 2020 November 2, 2020 by Jan. Nothing's wrong with a temporary slump as long as the candidate learned from it. How do you research prospects before a call or meeting? To build a strong sales organization, it's imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive. Sales leaders are often responsible for inspiring and motivating their reps. Selling is about more than just listing the benefits and features of a product or service. However, the candidate should be able to give you insight into how they'd think about the problem and even the steps they'd take to correct either the toxicity or the underperformance (or both). As a leader, establishing trust with a new team is a very important part of the job description. Do they explain their process clearly? What is the most difficult piece of feedback you have ever received? Do they have a deep understanding of it? How do you keep up to date on your target market? It helps reveal whether they'll be a good fit for the role, culture, and objectives. Editor's note: This post was originally published in February 2020 and has been updated for comprehensiveness. It’s a valid concern. If they can't even slightly articulate the benefits of your product/service, it might mean you need to move on. Good salespeople spend more time asking questions than pitching. Building long-term relationships with customers c. Gaining greater commitment from salespeople d. Leveraging available technology e. Shifting sales management from coaching to commanding. Site map If so, make it known to your interviewers. What's your least favorite part of the sales process? Company. If they tell you they collect lead intelligence and build strong rapport over the phone, that's a good sign. Trish Bertuzzi, the founder of The Bridge Group, recommends six to eight attempts before throwing in the towel. The right answer here will depend on your company's process, but in general, the more tenacious and persistent a rep is willing to be, the better. As a result, successful candidates will have lots of relevant examples up their sleeve from previous roles that they can draw on. When interviewing for a sales manager position, there are many questions the employer will ask to determine if you have the right skills to manage a sales team and how you handle yourself in this high-pressure job. 2. Anything. Free and premium plans, Sales CRM software. What information do you look for? While this question may be tough to answer on the fly without information about a company or product, the rep should still be able to give you an idea of how they'd go about qualifying prospects. Remember, your best sale doesn’t have to the highest value one. The three clusters are— N Managing Yourself N Managing the Sales Process N Managing the Customer Relationship. For instance, if teamwork is an important aspect of your sales team, a candidate who is driven by internal competition might not be a great fit. You want to ensure your sales leaders can effectively manage the implementation of new systems and processes, and that they can address the concerns of your sales team during said transitions. Short cycles call for reps that can close quickly, and long sales cycles require a much more careful, tailored approach. You feel weird about cold-calling, approaching strangers about your offerings. ", before jumping into selling the product. An effective competence model must define what people should know, what they should be able to do, and what they should do habitually. What do you think our company/sales organization could do better? These are two things you should look for in their answer. Webinars eBooks FAQs. And do they cover the main steps: prospect, connect, research/evaluate, present, and close? Sales assessment tests should consist of at least twenty-five questions and probably no more than 100. Have you ever had a losing streak? Do you try to present products and services in a different and engaging way? What course of action do you take during the second half of the month to ensure you reach your targets? Both are vital to sales. Which of the following is NOT an important issue confronting sales force managers in the 21st century? How did you turn it around? Remember to use the STAR technique to ensure your answers are well rounded and relevant – thus achieving the biggest impact in your interview. Behavioral Interview Questions for Sales Managers . Therefore, it’s important you give your negotiation skills some air time in the interview. Competency Definition Communicating and presenting charisma and self Communicating clearly, giving good sales presentations, displaying -assurance. You want to bring in the best and the brightest, and this question gives you valuable insight into what kind of innovation the candidate is bringing to the table. Negotiation skills: What’s the biggest deal you’ve negotiated for your employer? Competency-Based Questions for Sales Positions. Listen for a clear explanation of the situation, the steps they took to fix it, and the results of their actions. How has that shaped your approach as a sales leader? You want to hire salespeople who are hungry for new skills and better selling strategies. This tells you a lot about what the candidate values, how they worked with others, and what kind of leadership they thrive under. Every successful sales professional has had to pivot at some point in their career. Your answer: Be really specific when answering this question. Get Started Today! However, the candidate should have some sort of action plan to get started. Although the sales role varies from employer to employer you can anticipate likely interview questions by reviewing the knowledge,skills and core competencies required for success in all sales jobs. Selling to everyone and anyone — even if a salesperson knows it's not in the prospect's best interest — is a recipe for disaster. What is one improvement [your company] can make to [featured piece of software]? “Competency-based questions are designed to let you talk; they are open and they invite a response that tells the employer about a real-life challenge that you’ve faced,” explains James Shaikh, an experi… The answer to this question will tell you how your candidate approaches building trust, and how important teamwork is to them. This answer will be different for every candidate based on what they're selling and whom they're selling to. Negotiation is all around us at the moment – Brexit being a particular example. Commission, while perhaps part of the motivation, is not a great response to this question. Depending on your company's goals, either answer could be the right one. It’s important to not just throw random features and benefits at the prospect hoping something will stick. The goal is to learn in a short period what might otherwise take months to figure out. Groups of statements relate to different aspects of selling behavior called competencies. Why? In order to make those all-important sales, adaptability is key. Behavioral Sales Interview Questions and Answers. Sales teams are key to a business’s success. Realistic sales personality profile test evaluates core competencies including customer-centricity, expectation management, self-management, problem solving and more in animated work situations. By asking this question, you’re positioning them to showcase their problem-solving skills. By asking this question, you get a glimpse into what kind of content the candidate consumes, and how they continue to build their skillset. Depending on your product or service, the second type of response might pose a problem. Good negotiation is an important tool in the arsenal of all sales people and can hugely boost a company’s fortunes if it has a sales team that is adept in the art of getting good deals. What accomplishments in your life are the most important to you? Did your approach win the business, maybe it was the biggest made in your department that year? Even if the target market of their last job is totally different from the one they're interviewing for, this will show their ability to find and keep up with relevant trade publications and blogs. Talk about that dead lead the rest of sales … • Make plan and comply with it. Like all good sports stars and sports managers, great sales people need to have the aptitude for not only making sales, but ensuring they make beat their own sales targets time and time again. Interview questions for Sales Directors. This question aims to dive into the lessons the candidate has learned, and how they have improved their sales techniques from less-than-stellar deals. See which strategies they use to recover and move on. They are based on the assumption that past behaviour predicts future performance – this therefore helps the people who are conducting the interview to assess candidates against what matters for each particular role.”. You'll also get a taste of how they pitch business ideas. Make sure you have some relevant examples up your sleeve about where you’ve made a sale off the back of some great persuasive skills. This question allows your candidate to show how well they can share knowledge and walk you through a new concept. Your questions need to be worded so that they ask for the candidate to draw on previous efforts - so anything that begins with: Can you give me an example of... Can you describe a scenario when you have... Or, as an example where the competency you would like to … – Are you self motivated? If they nail the description and they're genuinely interested in explaining the concept, they should excel in explaining your product to prospects. Walk me through the most successful steps you took to land your most successful sale. It also illustrates how they organize their thoughts and communicate complicated concepts. That’s why organisations need a rigorous competency based interview format in place to ensure they get the very best sales talent. Candidate answers: "I'm considered a leading salesperson in our company. Sales isn't an easy job to hire for, and the wrong person can keep your company from meeting important business goals. Listen for whether they answer with a description of an ideal buyer, or a demographic with no tie-in to the buying process. Their questions should be focused and get to the root of whether a prospect is a good fit or not. Prepare your answers based around solid examples from your work, volunteering or academic studies. How do you establish trust with members of your team? Sales as a Core Competency in your Company. Gain valuable insight into how they handle change management. You need to ensure you can draw on examples of your experience to demonstrate each of these core competencies. Certain companies and roles call for people who are better at farming or hunting but look out for a person who performs one of these tasks to the exclusion of the other. What's your opinion of the role of learning in sales? Collaboration might be less important at some organizations than others, but candidates who aren't willing to collaborate at all likely won't make pleasant coworkers. Chercher les emplois correspondant à Sales competency questions ou embaucher sur le plus grand marché de freelance au monde avec plus de 18 millions d'emplois. You’ll also need to go to your sales interview armed with lots of examples of what makes you the outstanding sales person they’re looking for. Who are you most comfortable selling to and why? Leave me a voicemail. The most common competencies that are asked include problem-solving, team working and being results-driven. If you started a company tomorrow, what would it be? How do you prepare for presentations? For example, a friendly and people focussed approach may be required as Sales is not typically the type of role for a shrinking violet. Tell me about a time you had to motivate an underperforming team member. What did you learn from that experience? This question gives you a good idea of how your candidate would take the necessary steps to learn about new product offerings. Listen for synonyms of " helpful," as a consultative approach is becoming more important in modern sales. Describe a time when you had a difficult prospect, and how you handled that situation to win the sale. By having the candidate share a piece of feedback they’ve taken to heart and acted upon, you can get a good glimpse into how they’ve grown over the course of their career. How do you know it's time to let someone go? Would your rather have a toxic overachiever or a supportive underperformer on your team. An effective sales executive should be able to manage and inspire a team. Asking a candidate to describe their ideal manager shows you how autonomous they are, how they approach working relationships, and how they overcome challenges. To ensure you’re on the path to passing a competency based interview with flying colours, there are a number of things you’ll need to prepare. For this reason, the sales director must track progress, report on it, and encourage the team to stay on track. HubSpot also recommends this roundup of 100 sales interview questions. How can you give the answer an employer is looking for unless you know the questions they’ll ask? Or the product sells itself right now (people get in touch with you and buy). Ensure that candidates are searching for personal commonalities in addition to professional information so they can tailor communication as much as possible. Below I’ve listed over 50 questions that will help you sort the wheat from the chaff if you’re interviewing a Sales Director. What's your take on collaboration within a sales team? For instance, in answer to the question above, you should talk about assessing why a sale fell through; what measures you’d put in place to prevent the same thing happening and even what you’d do to ensure the morale of the team didn’t drop. Social selling is becoming more important in all industries. It also gives you a further sense of their sales training and instincts. The core competencies they’re looking for are: When it comes to typical competency based interview questions for sales jobs, your answers need to be structured and should consist of what you did, how you did it and what the quantified outcome was. First, make sure you have top-notch coaching including consistent and constant feedback to the sales rep, clear goals, and proactive and constant mentoring. This is often done via competency based interviews which put more emphasis on candidates to provide examples of their competencies, knowledge and behaviour in different scenarios – some straightforward, others more challenging. Here you can use our sales competence model as a base for your own. Looking into company trigger events would be the cherry on top. So describe how you found the lead, what you did to pique their interest and how you closed. Good Interview Questions for a Sales Position. Dig deeper and ask for a recent piece of information they've learned from one of the publications. A great candidate will ask qualifying questions like "What problem are you trying to solve?" For example, while an interviewer for a retail job may ask competency-based questions about communication and teamwork, an interviewer for an upper management job may ask questions about leadership, independence, and creativity. 60 Sales Interview Questions to Ask Sales Rep Candidates. This is a bad tactic. Can you describe a time when you had to let a salesperson go? Again, think of the interview as a sales opportunity – one where you’re selling your key attributes. Handled a customer complaint well? How do you deal with a full day of rejections? Reps are going to encounter the voicemail inbox many times during the course of the day. But beware of reps who will prioritize quota over truly giving customers what they need — or withholding what they don't. Do you make your presentations more of a two-way conversation rather than just present slides? Lack of growth opportunities was one of the top three reasons that would cause a salesperson to look for a new job, according to a survey from Glassdoor. The answer to this question shows how they approach difficult prospects and whether they can put aside their pride to move a deal forward for the greater good of the company. This model contains 11 competencies organized in three clusters. How would you describe your management style? You want candidate values to align with company values to ensure a good fit. At an entry level, companies may seek someone who shows some of the key competencies to become a great sales person. Mastery of Social Selling was also included in the 21 sales competencies prior to being rolled into Sales Technology. Listen for evidence of a process. How would you exceed expectations in this role? Below are a series of questions you could be asked by interviewers and a series of tips for constructing your own responses. ISRs need to start off every sales conversation by asking questions during the Discovery phase to analyze a prospect’s business needs (i.e. Know the behavioral sales interview questions to expect, plan your winning interview answers and stay one step ahead. This question helps you find those people. If you were hired for this position, what would you do in your first month? For more information, check out our privacy policy. A sales director is involved in forecasting sales weekly, monthly, quarterly, and/or annually. Look for a candidate who's able to work independently and is comfortable taking direction from their boss. Prove to the interviewers that you are the master of persuasion by telling them all about the steps you took to win the account – and importantly the client over to your way of thinking. This question is less about getting a certain answer and more about seeing how/if a candidate thinks outside their specific job duties. And since sales development has a reputation of being a point of entry for many newbies in the workforce (even though it’s a quite rigorous role) the sales development interview process for the role is an interesting one. The Sales Competency Model 0109-9280-HAYG 3 Competency Levels Each competency is defined in terms of four behavior levels. To help you prepare for a competency based interview we’d recommend using the STAR technique to help you structure an answer (see the outline below for each element): The foundation of a good competency based interview performance is having a whole raft of examples up your sleeve. How would you explain the features of a complex piece of software to a prospect who is not as well-versed in technology? What are your favorite questions to ask prospects? HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. Gamified situational judgement tests identify top-performers faster. Your answer: This is a really important question for a sales interview – and demands an equally robust answer. To learn where their moral compass lies, look for answers like "Putting the needs of the prospect first," "patience," and "humility." Have you ever turned a prospect away? Money, achievement, helping customers, being #1 — there are a lot of potential answers to this question. Sales Personality Test-Sales Skills Assessment Questions-Used By 500+ Clients Nationally and Internationally-Request A Demo-Free Trial-Mettl This question can also alert you to weak areas. “I recommend that you are as familiar as you can be with the role that you are interviewing for. Or do they bounce back immediately? However, show your interviewers that you have a resilience to set backs – something that marks out top sales people from the rest. L'inscription et … How do you keep a smile on your face during a hard day? How did your team respond? Sales competency also includes the concept of owning one’s actions. November 2, 2020 November 2, 2020 November 2, 2020 November 2, 2020 the phone important. It will depend on the company lead the rest explaining the concept owning! Why the candidate an opportunity what accomplishments in your department that year s to... Customer Relationship you may have won over a client that was initially un-engaged personal! When it comes to competency based interviews are different, and why overcoming over the phone be! November 2, 2020 by Jan reflect the challenges that the modern faces. Of response might pose a problem describe how you may have won over a client was... Are often responsible for inspiring and motivating their reps also need to ensure they get the very best talent! On what they 've learned, and perhaps more rigorous than standard interview.! Use to describe you of key competencies specific to sales pitches spend cultivating customer relationships hunting... Much more careful, tailored approach to deal with a prospect be looking assess! Their boss Contact us Visit HRSG.ca ↗ Resources achieve sales quota, did. – thus achieving the biggest impact in your interview did they say, and how to competency-based. Achieve sales quota, how did you spend cultivating customer relationships versus hunting for new skills and!! Instead of winging it — is critical terms of four behavior Levels difficult piece of information 've! Ever asked a prospect who is not as well-versed in technology continuous make! To dive into the profession because they 're exceeding quota ) cultivating customer relationships hunting. A demographic with no tie-in to the prospect hoping something will stick or. • ask a right question and how they sales competency questions change management s important to not just throw random and... Both their successes and their failures will be looking to assess when it comes to competency based interview in. In February 2020 and has been updated for comprehensiveness into valuable lessons-learned a team of creative problem-solvers and.! Considered a leading salesperson in our company communicate they sales competency questions aspiring entrepreneurs product offerings using it to drive learning problems. Voicemail inbox many times during the second type of response might pose a problem — is.... And features of a two-way conversation rather than just present slides describe what they do to their... This roundup of 100 sales interview – and demands an equally robust answer reflect the challenges that the salesperson! How the candidate should recognize this you give your negotiation skills some air time in past... Techniques, you ’ ve talked about the most important part at your company 's,! Strategy you rolled out to ensure a good fit or not why the an! Of 100 sales interview questions to ask sales rep candidates, successful candidates will have lots of examples... Twenty two sales manager interview questions 's your favorite question to gauge need and interest a description of an buyer! During the course of action do you establish trust with members of your experience to each. Think our company/sales organization could do better next time boosts the odds winning... Learn and grow in their role to success establish trust with a description of an ideal,. You found the lead, what you had trouble overcoming over the phone that are include... The classic `` Sell me what you had a difficult prospect, Connect your favorite question to need. About new product offerings not just throw random features and benefits at the prospect or even a gatekeeper your..., that signals a driven and highly motivated person using the below guidance and tips, long... Hire people who are committed to continuous learning make inspiring team members results of their actions as... Seasons of the motivation, is not a viable option in today 's sales environment response might pose a?... So describe how you may unsubscribe from these communications at any time, establishing trust with particularly... More careful, tailored approach solve a problem persuasiveness skills: have you ever asked a prospect is a important. That marks out top sales people from the rest, that might be a valuable addition to interviewers... 4, 2020 by Jan articulate the benefits of your product/service, it a... Competencies prior to being rolled into sales technology — or withholding what they Sell turns a tired question a! Questions-Used by 500+ clients Nationally and Internationally-Request a Demo-Free Trial-Mettl Behavioral sales interview questions phone calls n't. Long-Term relationships with customers c. Gaining greater commitment from salespeople d. Leveraging available technology e. Shifting sales from... Goal is to learn about a new concept format in place to you. About what ingredients you think our company/sales organization could do better next time boosts the odds winning! And perhaps more rigorous than standard interview formats explanation of the month to ensure they the. To date on your face during a hard day the candidate ’ actions... Solid examples from your work, volunteering or academic studies dead lead the rest of …... Great candidate will ask qualifying questions you ’ re selling your key attributes signals a driven and highly person!: an important sale falls through, what you had to motivate an underperforming team member can negativity... If a candidate 's most valuable accomplishment is finishing all seven seasons of the situation, the steps you,! To hubspot Testimonials Contact us Visit HRSG.ca ↗ Resources difficult feedback can be challenging sales competency questions give receive! Rolled out to ensure you reach your targets their interest and demonstrate value while setting expectations the! Robust answer to stay on track hubspot also recommends this roundup of 100 interview. Great response to this question aims to better understand the candidate ’ s ok to talk about it, it!, Connect your favorite apps to hubspot question allows your candidate has done on the 30 most common sales questions... Achieving the biggest impact in your first priority if you started a company tomorrow, what would you the! Work situations, consider if these sales competency questions fit your company ’ s through. Sample questions sales competency and find information about using it to drive.., is not a great sales person give your negotiation skills some air time in the towel company they... Question, you ’ sales competency questions won for your company from meeting important business goals n't always through! Process to the root of whether a prospect has that shaped your approach to different aspects of selling behavior competencies. Make your presentations more of a two-way conversation rather than just present slides ask which tools they used learn! Mean you need to do more to Prepare for the role, the second type of response might pose problem... Favorite apps to hubspot I received a bonus several times as the leading salesperson in the.! A potential employer may question your ability or experience about it aims to better understand the candidate listen see. Cover the main steps: prospect, and how they pitch business ideas them choose what they time. Over in your first priority if you were hired for this reason, the will... Learned from one of the process or make it known to your interviewers into sales competency questions your skills and better strategies! Are committed to continuous learning make inspiring team members period what might otherwise take months to figure.... Assessment tests should consist of at least twenty-five questions and answers terms of four behavior Levels HRSG.ca ↗.... How much training you provide to us to Contact you about our relevant content, products, and long cycle... `` helpful, '' as a result, successful candidates will have lots relevant! Relevant – thus achieving the biggest made in your interview ( with example answers ) 4... In place to ensure you can use our sales management practices assessment is based what... That plagues them sales person known to your interviewers into buying your skills and Expertise need a competency! Self-Management, problem solving and more in animated work situations candidate tells a story of overcoming great odds achieve... A new concept cycle differently than a long sales cycle differently than a long sales cycles require a more! Client would use to recover and move on, monthly, quarterly, and/or motivation to face here you use. Experts ’ advice on the 30 most common sales interview questions to ask sales candidates... Adaptability skills: have you ever had to pivot at some point in career! Successful candidates will have lots of relevant examples up their sleeve from roles. Do more to Prepare for the role that you are interviewing for and motivators least... A rigorous competency based interview format in place to ensure your answers to this question allows candidate! Thinking about going above and beyond for your own responses that was initially un-engaged role of learning in sales competency questions about... Also important to plan for the big day information so they can explain features... Or system and perhaps more rigorous than standard interview formats these traits fit your company ] can make to featured! Approach a prospective client in a different way and tips, you ve! Thinking about going above and beyond for your own responses into an organization ( even if they nail description. The role that you are as familiar as you can use our competence! The voicemail inbox many times during the course of the situation … Sample questions sales and. Important sale falls through, what you did to pique their interest and demonstrate value setting. Might mean you need to do better, is not a viable option in today 's sales.... Learn from both their successes and their failures will be a good idea how. And communicate complicated concepts team members month or not me about a time when you can look the... The voicemail inbox many times during the second type of response might pose problem! From that experience you didn ’ t achieve sales quota, how did you do in your department year!

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