Sales Person Skill Assessment

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1. Consultative/Relationship Selling
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to open new accounts / gain new clients
- Skills to help you to develop “instant rapport” particularly with difficult prospects
- Skills to help you build trust and credibility fast
- Skills to help you remain in control of every interview and put your client at ease
- Skills to help you professionally conduct a “client-focused” interview so your prospect will see you as a problem solver rather than just a sales person.
- Skills to help you to be more effective in asking questions to access your prospect’s needs quickly and understand more clearly
- Skills to help you to understand your prospect’s psychological needs as well as their logical / practical needs
- Skills to help you quickly determine your prospect’s “Dominant Buying Motive”. ie. the real reason they will buy from you / or want to remain with what they currently have or use
- Skills to help you to determine your prospect’s decision making process so you can sell to them in the manner that suits their needs best. This includes finding out who the real decision maker is, time frame, best method of presenting to them etc
Are there some comments you’d like to make or other skills you’d like to develop in this area?
2. Prospecting For New Business
Please tick if you’d like to further refine and develop the following “outbound” prospecting skills.
- Skills to help you to get in front of more qualified buyers in less time with less stress
- Skills to help you to feel more confident about and comfortable with prospecting
- Skills to help you to gain appointments more easily by telephone
- Skills to help you to get through to decision makers
- Skills to help you to handle screening secretaries
- Skills to help you to gain the help of receptionists
- Skills to help you to gain the prospect’s attention within the first 15 seconds
- Skills to help you to develop instant rapport
- Skills to help you to structure opening questions that get a prospect to say, “Tell me more!”
- Skills to help you to remain in control at all times
- Skills to help you to handle put-offs and objections
- Skills to help you to improve your conversion ratio of calls to appointments (5 out 10 is possible)
- Skills to help you obtain more referrals to other qualified prospects
Are there some comments you’d like to make or other skills you’d like to develop in this area?
3. Handling Sales Enquiries
Please tick if you’d like to further refine and develop the following “in-bound” prospecting skills.
- Skills to help you to professionally handle all telephone sales enquiries fast
- Skills to help you to professionally handle all walk-in sales enquiries
- Skills to help you to improve your conversion ratios on enquiries to appointments or sales over the telephone
- Skills to help you to convert sales enquiries into face-to-face selling opportunities by making appointments so you can really sell more effectively
- Skills to help you to handle price shoppers and avoid having to give discounts
- Skills to help you to stop “shoppers” dead in their tracks so they buy from you
- Skills to help you to stop people shopping your competitors for a better deal
- Skills to help you to ask questions that build trust and rapport so people will buy from you
- Skills to help you to ask for the order (if appropriate) without pressure
Are there some comments you’d like to make or other skills you’d like to develop in this area?
4. Sales Presentation Skills
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to cut your selling time by making concise, impactful presentations
- Skills to help you to translate features into solutions and benefits and use your prospect’s own “language patterns” to sell more persuasively but without pressure
- Skills to help you to thoroughly prepare for important presentations
- Skills to help you to use visual aids more effectively
- Skills to help you to speak with groups of people more effectively and remain in control
- Skills to help you to accurately access your prospect’s response as you present to them. eg. Hot or cold to what you are presenting
- Skills to help you to improve the structure of your sales letters and proposals
- Skills to help you to present your sales proposals more effectively
- Skills to help you to present your sales presentation over the telephone more effectively
Are there some comments you’d like to make or other skills you’d like to develop in this area?
5. Closing Skills
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to recognise the most psychologically appropriate time to close the sale or ask for a commitment to go to the next stage of the sales process eg. next meeting
- Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to read your prospect’s body language.
- Skills to help you to relax and close without stress or fear
- Skills to help you to overcome every buyer’s greatest fear - the fear of making a mistake
Are there some comments you’d like to make or other skills you’d like to develop in this area?
6. Handling Objections
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to handle objections when they come up
- Skills to help you to avoid triggering negative responses and objections so they don’t come up
- Skills to help you to handle objections before they come up
- Skills to help you to reduce the stress level for both you and your prospects when objections are raised
- Skills to help you to have an automatic response and proven formula for handling all objections when they do come up
- Skills to help you to postpone price discussions until after value has been established
- Skills to help you to shift a price buyer’s frame of reference to value for money and away from price
- Skills to help you to handle all price and money objections and sell on value
- Skills to help you to sell against a cheaper competitor
- Skills to help you to turn a higher price into an advantage
Are there some comments you’d like to make or other skills you’d like to develop in this area?
7. Selling to Different Psychological Types
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to recognise the four common behavioural styles that you sell and negotiate with
- Skills to help you to build trust and sell to them the way they like to buy
- Skills to help you to tune into your prospect’s wave-length and motivate them to buy
Skills to help you to build trust and sell to them the way they like to buy
8. Negotiating Skills
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to negotiate more effectively with buyers
- Skills to help you to feel more confident when you negotiate
- Skills to help you to negotiate more effectively with prospects who ask for a better price
- Skills to help you to maximise your power in your negotiations
- Skills to help you to negotiate more effectively when you are buying
- Skills to help you to deal with and counter the common ploys, gambits and dirty tricks that some negotiators use these days
Are there some comments you’d like to make or other skills you’d like to develop in this area?
9. Time Management Skills
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to spend more time in front of people who can buy, and less time on unproductive activities
- Skills to help you to improve your personal productivity each day
- Skills to help you to get more done in less time
- Skills to help you to balance your life more and reduce stress
- Skills to help you to plan ahead and avoid the “last minute stress syndrome”
- Skills to help you to eliminate time wasters in your day
- Skills to help you to avoid interruptions
- Skills to help you to delegate more
- Skills to help you to stay focused and “on-track” all of the time
Are there some comments you’d like to make or other skills you’d like to develop in this area?
10. Goal Setting and Personal Motivation
Please tick if you’d like to further refine and develop the following skills.
- Skills to help you to put the power of goal setting behind sales career
- Skills to help you to stay motivated and on purpose every day
- Skills to help you to cope with adversity and temporary set backs
- Skills to help you to avoid stress and “burn-out”
- Skills to help you to live a balanced life
Are there some comments you’d like to make or other skills you’d like to develop in this area?
Return On Investment Calculation
Good sales training and coaching is an investment in your future success and will pay for itself, so it is FREE.

Good sales training and coaching will then continue to pay for itself, month after month, year after year, providing you with an enormous return on your investment, and a life style which can only be imagined but never achieved by the average sales person.

Poor selling skills will cost you a fortune over the months and years ahead.
Calculate The Number Of Sales Required
If you invest in sales training and coaching for yourself, how many extra sales will it take, in order for the extra income on these extra sales, to provide you with a 100% return on your investment, if your investment in this training and coaching was;
$5,000
$4,000
$2,500
$995
Calculate The Dollar Value Of Sales Required
If you invest in sales training and coaching for yourself, what dollar value of extra sales will it take, in order for the extra income on these extra sales, to provide you with a 100% return on your investment, if your investment in this training and coaching was;
$5,000
$4,000
$2,500
$995

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