Recently a client had a candidate take the SPQ Gold, the only assessment in the world that measures Sales Call Reluctance.  In reviewing the results, I asked her “how are you at managing someone who may have a chip on their shoulder?”   She replied, “Wow, this is so interesting.  I actually called him out during the interview about his ability to start at ground zero and learn our process.”  The more she thought about her interview and the SPQ Gold results, the clearer it became that this candidate would not be easy to manage.  She remembered awkward parts in the interview where he was actually chuckling inappropriately.

The SPQ Gold measures oppositional behavior.  Some managers are equipped and skilled to manage this type of behavior and others are not.  Oppositional behavior is one of the 12 types of call reluctance that keeps people from prospecting.  They get angry at the prospects or they hold it together while they are conversing with the prospect, but slam down the phone and go into a tirade, disrupting everyone around them. 

Connie Kadansky, 602-997-1101, helps employers hire salespeople who can and will prospect.  Call her today and request a sample of the SPQ Gold pre-employment sales test.

Recently an employer tested one of his sales candidates with the SPQ Gold Assessment.  The candidate was a veteran of 30 year in the industry.  However, the new position was a very different dynamic.  What came out of the assessment that the candidate was highly motivated!  However, she tested with high hyper pro call reluctance.  Here are some of the behaviors that can show up on the sales call with people who have hyper pro call reluctance:

May sound snobbish;

Shows/demonstrates he/she is the expert and not the prospect;

Poor listener;

Answers questions that are not being asked;

May have argumentative tone to voice; may sound defensive or sarcastic when questioned by prospect;

Uses lots of highly professional jargon and buzzwords;

Talks more than the prospect and don’t ask questions, always “tells.”

This type of behavior is important to consider because often the person isn’t aware of their behavior.  It’s a blindspot.  Will this behavior be a show stopper?  Maybe not.  However, in certain positions possibly yes, especially if the job requires empathetic listening in order to move the sale along.

Connie Kadansky helps employers ascertain whether their sales candidates will succeed in the position.  connie@exceptionalsales.com or 602-997-1101

How can any salesperson create consistent sales if they are not willing to let people know about their product or service?  If nobody knows, nobody buys.

The SPQ Gold pre-employment sales test measures Sales Call Reluctance, which is the emotional hesitation to prospect and self-promote.  Effective self-promoters understand that visibility in the marketplace is vital to their success.  They position themselves to work their current network and they are always looking for ways to develop new prospects.  They have a style that is unique to them so that prospects remember them.  They understand that doing the right activities over and over again will put them in the top percentile of successful salespeople.

The SPQ Gold pre-employment sales test will tell you whether you candidate has the psychological and physical energy to prospect.  It will also tell you whether they have a strong emotional connection to their goals.

Call Connie Kadansky now at 602-997-1101 or email connie@exceptionalsales.com and request a sample copy of the SPQ Gold pre-employment sales test report or quickly review four case studies.  http://salesassessmenttesting.com/case-1.html