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Sales Assessments and Sales Profiling Tools
Screen potential candidates for
the following sales "pitfalls":
- Getting ready to get ready
- Prospecting reluctance
- Fear of calling "at the top"
- "Telephobia"
- Not able to close
- Not closing the "big deals"
- Uncomfortable talking about money
Examples of assessments & tools used by SalesLeadership:
The MFS Sales explains and labels personal behavioral styles in order to facilitate better communication amongst co-workers. The profile incorporates the four dimensions of normal behavior in a graphic format for ease of use.
- D - Dominance - Challenge
- How you respond to problems or challenges
- I - Influence - Contacts
- How you influence others to your point of view
- S - Steadiness - Consistency
- How you respond to the pace of the environment
- C - Compliance - Constraints
- How you respond to rules and procedures set by others
The PIAV assessment is used to determine
the motivations behind people's actions. What we call
the "why" behind a person's choices often
affects their performance both on and off the job. The
Personal Interests, Attitudes and Values Report measures
the relative prominence of six basic motives: theoretical,
utilitarian, aesthetic, social, individualistic and
traditional values.
This assessment tool measures and tests
for 12 types of call reluctance:
- Characterized by energy being diverted away
from contact with prospective buyers into over-vigilant
preparation for low probability catastrophes.
- Characterized by energy being over-invested
in analyzing at the expense of prospecting.
- Characterized by energy being lost due to over-investment
in the mannerisms and appearances of success.
- Characterized by avoiding or bypassing
opportunities to prospect through group presentations
due to emotional discomfort.
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Intricate type of call reluctance characterized by
energy being lost due to unexpressed and unresolved
guilt and shame associated with being in sales.
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Characterized by hesitating to prospect for new business
due to a reflexive fear of being considered selfish,
intrusive or pushy.
- Characterized by emotional
hesitation to initiate contact with up-market prospective
buyers.
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Characterized by emotional resistance to mixing business
interests with friendships.
- Characterized by emotional resistance
to mixing business and family.
- Characterized by emotional discomfort
associated with asking existing clients for referrals.
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Characterized by fear when trying to use the telephone
for prospecting purposes.
- Hard-edged type of call reluctance
characterized by high approval needs and low self-esteem.
We practice what we preach and don’t make recommendations without a face-to-face appointment or phone consultation.
For more information, please call 866-708-1128 or 303-708-1128 or email us.
SalesLeadership, Inc.
2420 West 26th Avenue
Suite 445-D
Denver, Colorado 80211
303.708.1128
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