salesassessmenttesting

Sales Call Reluctance test video

Wisdom2010 — Mon, 02 Apr 2012 17:37:53 +0000

This is the only Sales Assessment Test in the world that measures Sales Call Reluctance. What separates the top producers from the mediocre producers is their prospecting willingness, skill and attitude.

Pre-employment sales tests must be positioned and administered properly.

Wisdom2010 — Fri, 29 Jul 2011 02:51:28 +0000

It is important to tell your candidate early on in the interviewing process that you may have them take an “assessment.” Using the word “test” conjures up “pass” or “fail.” Pre-employment sales assessments are only used as a tool in your process. Yes, assessments are just one-part of your process.

If possible have the candidates take the assessment in your office under standardized “testing” conditions.

As employers, you are investing in the assessments, positioning and administering is vital. If you want to talk more about this, please call Connie Kadansky at 602-997-1101.

Pre-employment sales tests measures whether your candidate is coachable.

Wisdom2010 — Wed, 27 Jul 2011 00:44:52 +0000

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.

Pre-employment sales test: SPQ Gold measures Sales Call Reluctance

Wisdom2010 — Sat, 25 Jun 2011 02:06:30 +0000

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

Pre-employment Sales test: SPQ Gold reduces the cost of hiring salespeople

Wisdom2010 — Thu, 16 Jun 2011 00:50:54 +0000

Did you know that the value of management’s time per hour is a minimum of $100/hour. Email me at connie@exceptionalsales.com and request a copy of a white paper with four specific questions to ask your sales candidates PRIOR to testing them! Flush out the toxic call reluctant salespeople prior to ever spending money on testing them.

You may think I’m a little crazy to offer your some help up front that saves you money; right? Well, I’m all about providing value.

Connie Kadansky, helps employers take the guesswork out of hiring salespeople. 602-997-1101 or connie@exceptionalsales.com

Pre-employment Sales Test will save you big dollars

Wisdom2010 — Fri, 03 Jun 2011 00:32:09 +0000

Let’s admit it. Salespeople are pretty good interviewers because they are usually good communicators! They can be engaging and promote themselves well and maybe a little “too well.”

How do you know whether they are exaggerating and embellishing?

The SPQ Gold pre-employment sales test has an impression management measurement. This doesn’t mean that they are dishonest people. However, it also helps you look a little deeper into areas that may be verifiable.

Connie Kadansky will help you take the guesswork out of hiring salespeople. Please call her today at 602-997-1101 or email her at connie@exceptionalsales.com

http://www.salesassessmenttesting.com/order.html

Pre-employment sales test SPQ Gold will save you time and dollars

Wisdom2010 — Mon, 30 May 2011 02:51:53 +0000

Are you looking for an account developer or an account manager? If you are looking for true account developers, you must use the SPQ Gold pre-employment sales test because it will tell you whether your candidate has the emotional capacity to handle frustration and see through complexity. If you have a complex product/service or a long sales cycle, you need to know whether your candidate will hang in and see themselves through the inevitable obstacles. This is just one of the 21 measurements of the SPQ Gold, the only assessment in the world that measures Sales Call Reluctance.

Connie Kadansky, MA, PCC, will help you take the guesswork out of hiring salespeople. You have three options: 1) call Connie at 602-997-1101; 2) email her at connie@exceptionalsales.com; 3) order an assessment and experience the process http://salesassessmenttesting.com/order.html Connie has helped hundreds of employers make smart decisions.

Pre-employment sales test SPQ Gold will tell you whether your candidate is a self-promoter!

Wisdom2010 — Mon, 30 May 2011 02:37:38 +0000

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

What to look for in a pre-employment sales test

Wisdom2010 — Sat, 28 May 2011 16:22:58 +0000

How important is consistent proactive prospecting to your sales position? If your answer to this question is “vitally” important, then you must use the SPQ Gold Assessment as your pre-employment sales test. The SPQ Gold is the only pre-employment sales test that measures Sales Call Reluctance, the emotional hesitation to prospect and self-promote.

There are twelve (12) types of Sales Call Reluctance. Telephobia, which is the fear of using the telephone to prospect is only one type. How important is using the telephone to succeed in your position? Doesn’t it make sense to know if your candidate is telephobic prior to hiring them?

Social self-consciousness Sales Call Reluctance is discomfort due to pre-intimidation of the high net worth prospect, or the prospect that has more education or power than the salesperson or is prestigious or has high status in the industry of community. The salesperson target avoids versus target markets! If you have a high end product or your product/service requires your salespeople to call on lawyers, doctors, accountants — you will want to make sure that your salesperson will prospect with confidence into these markets.

These are only two of the twelve types of Sales Call Reluctance that will be revealed on the SPQ Gold — the only pre-employment sales test in the world that measures Sales Call Reluctance.

Order today and experience the only pre-employment sales test that will filter out Sales Call Reluctance issues. http://salesassessmenttesting.com/order.html

Connie Kadansky, MA, PCC, will help you take the guesswork out of hiring salespeople. Call her today at 602-997-1101 or email connie@exceptionalsales.com She will provide the pre-employment sales test along with personal interpretation and follow through questions to help you make the best hiring decisions.

How much is too much? Assertive or Aggressive?

Wisdom2010 — Sun, 22 May 2011 15:54:07 +0000

How do you know whether the candidate you are interviewing right now will be assertive enough to engage prospects and close the sale? Assertive is defined as “confident and direct in claiming one’s rights or putting forward one’s views. Given to making assertions or bold demands.” To succeed in sales, assertiveness is required in most dynamics.

The #1 type of Sales Call Reluctance that is most costly is Yielder Call Reluctance. The yielder is someone who wants to be friendly and folksy. They don’t want to be pushy or intrusive. They are good people who find it difficult to create the tension that moves their prospect from Current Reality to Desired Result. They deviate from their process. They are sensitive to the tone of the prospect and yield to what is in their best interest. They allow the prospect to take control of the sales call. When selling, they say “okay” when the prospect says “I need to think it over.”

The SPQ Gold assessment will tell you whether your candidate will be assertive enough to engage prospects and close the sale.

Connie Kadansky, Sales Call Reluctance trainer and coach, provides the only assessment in the world that measures Sales Call Reluctance. She personally interprets the results of the assessment and provides you with strategic follow through questions that shine the light in areas of costly concern. How much does it cost to hire a salesperson who is not assertive in moving the sale forward?