Sales Team Skill Assessment

Please indicate the skills below which you feel your sales people should further develop, in order to make your job easier and you more successful in managing your sales team. When we receive this information from you we will process it and prepare a report and recommendations for you. Please note that you can have each member of your sales team assess their own skills and indicate which skills they would most like to develop in order for them to be more successful in their selling.

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Team Members Name
Name
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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 them to open new accounts / gain new clients
- Skills to help them to develop “instant rapport” particularly with difficult prospects
- Skills to help them build trust and credibility fast
- Skills to help them remain in control of every interview and put your client at ease
- Skills to help them 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 them to be more effective in asking questions to access your prospect’s needs quickly and understand more clearly
- Skills to help them to understand your prospect’s psychological needs as well as their logical / practical needs
- Skills to help them 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 them 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 them to get in front of more qualified buyers in less time with less stress
- Skills to help them to feel more confident about and comfortable with prospecting
- Skills to help them to gain appointments more easily by telephone
- Skills to help them to get through to decision makers
- Skills to help them to handle screening secretaries
- Skills to help them to gain the help of receptionists
- Skills to help them to gain the prospect’s attention within the first 15 seconds
- Skills to help them to develop instant rapport
- Skills to help them to structure opening questions that get a prospect to say, “Tell me more!”
- Skills to help them to remain in control at all times
- Skills to help them to handle put-offs and objections
- Skills to help them to improve your conversion ratio of calls to appointments (5 out 10 is possible)
- Skills to help them 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 them to professionally handle all telephone sales enquiries fast
- Skills to help them to professionally handle all walk-in sales enquiries
- Skills to help them to improve your conversion ratios on enquiries to appointments or sales over the telephone
- Skills to help them to convert sales enquiries into face-to-face selling opportunities by making appointments so you can really sell more effectively
- Skills to help them to handle price shoppers and avoid having to give discounts
- Skills to help them to stop “shoppers” dead in their tracks so they buy from you
- Skills to help them to stop people shopping your competitors for a better deal
- Skills to help them to ask questions that build trust and rapport so people will buy from you
- Skills to help them 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 them to cut your selling time by making concise, impactful presentations
- Skills to help them 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 them to thoroughly prepare for important presentations
- Skills to help them to use visual aids more effectively
- Skills to help them to speak with groups of people more effectively and remain in control
- Skills to help them to accurately access your prospect’s response as you present to them. eg. Hot or cold to what you are presenting
- Skills to help them to improve the structure of your sales letters and proposals
- Skills to help them to present your sales proposals more effectively
- Skills to help them 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 them 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
- Skills to help them to read your prospect’s body language.
- Skills to help them to relax and close without stress or fear
- Skills to help them 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 them to handle objections when they come up
- Skills to help them to avoid triggering negative responses and objections so they don’t come up
- Skills to help them to handle objections before they come up
- Skills to help them to reduce the stress level for both you and your prospects when objections are raised
- Skills to help them to have an automatic response and proven formula for handling all objections when they do come up
- Skills to help them to postpone price discussions until after value has been established
- Skills to help them to shift a price buyer’s frame of reference to value for money and away from price
- Skills to help them to handle all price and money objections and sell on value
- Skills to help them to sell against a cheaper competitor
- Skills to help them 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 them to recognise the four common behavioural styles that you sell and negotiate with
- Skills to help them to build trust and sell to them the way they like to buy
- Skills to help them 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 them to negotiate more effectively with buyers
- Skills to help them to feel more confident when you negotiate
- Skills to help them to negotiate more effectively with prospects who ask for a better price
- Skills to help them to maximise your power in your negotiations
- Skills to help them to negotiate more effectively when you are buying
- Skills to help them 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 them to spend more time in front of people who can buy, and less time on unproductive activities
- Skills to help them to improve your personal productivity each day
- Skills to help them to get more done in less time
- Skills to help them to balance your life more and reduce stress
- Skills to help them to plan ahead and avoid the last minute stress syndrome
- Skills to help them to eliminate time wasters in your day
- Skills to help them to avoid interruptions
- Skills to help them to delegate more
- Skills to help them 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 them to put the power of goal setting behind sales career
- Skills to help them to stay motivated and on purpose every day
- Skills to help them to cope with adversity and temporary set backs
- Skills to help them to avoid stress and burn-out
- Skills to help them 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

Contact Details

Team Members Name

1. Consultative/Relationship Selling

2. Prospecting For New Business

3. Handling Sales Enquiries

4. Sales Presentation Skills

5. Closing Skills

6. Handling Objections

7. Selling to Different Psychological Types

8. Negotiating Skills

9. Time Management Skills

10. Goal Setting and Personal Motivation

Return On Investment Calculation

Calculate The Number Of Sales Required

Calculate The Dollar Value Of Sales Required

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