SPQ* Gold
Sales Preference Questionnaire: (online assessment)

Price: $175 (one assessment per candidate)

Ref: SPQ-Gold

This 110-question Sales Test includes a comprehensive report along with a personal interpretation of the results.  Yes, we have a one-on-one conversation about your candidate’s results.  You will save thousands of dollars and unnecessary headaches by only hiring salespeople who will consistently prospect.

“Since I had the pleasure of meeting you a few years ago. I have been impressed by the quality of the assessments you have provided in helping me make informed hiring decisions. In particular, I sincerely appreciate the additional consulting that interprets the test results for me so I know the candidates strengths and weaknesses and how to best manage them as an employee. Thank you again for all of your assistance and great service!”

- Nancy L. Herrington

   Owner Mr. Handyman of the West Valley

“It is my great pleasure to recommend Connie Kadansky as an expert in the field of Call Reluctance or Prospecting. Not only has Connie provided me one of the best measurement instruments I have ever seen on call reluctance, the key has always been her analysis of a salesperson from the results of the SPQ assessment. She has made me look good among my peers by simply delivering above and beyond the call of duty and with her help, we have transformed this client into an industry leading sales force. Connie, thank you for all you have done for my clients and myself.”

- Michael Goodman

   US Sales Group

“Wow!  After looking at this assessment, I’ll pass.  The candidate was likeable, but she would not make it in our office.  Just when I think I can peg people and don’t need to assess them, I get a report like this.  I’m glad we are using the SPQ.”

- Jim Stone, President

   Medical Recruiting Firm

“The assessment assisted me.  The candidate has proven to be a top producer.  He has gone from no industry specific experience to the top 2-percentile in his entire industry.”

- Matthew Hyde

   Sales Consultant and Trainer

Once you have submitted your order, you will receive an email with instructions, including a link, login and passcode. Once the assessment has been taken, you will receive a PDF copy of the report with customized comments. At that time, if you choose, we will be happy to arrange for a timely one-on-one interpretation of the report . There is no additional fee for the interpretation. (We encourage you to take advantage of the interpretation!)

Orders are processed usually within less than 4 hours . . . unless we are out of the country and even then we are pretty prompt!

The assessment is taken online (internet access is necessary). Takes approximately 40-45 minutes to complete. It is important that it be taken in one sitting without interruption.

The SPQ*Gold is the only assessment in the world that measures Sales Call Reluctance, which is the emotional hesitation to prospect and self-promote on a consistent basis.

Sales Call Reluctance is responsible for the failure of more competent, motivated, goal-oriented salespeople than any other single factor.

If salespeople cannot and do not prospect consistently, why hire them?

The SPQ Gold is used world-wide in any organization that has a sales force. It is also used in professional service organizations for the rainmakers and business developers, i.e., lawyers, architects -- roles that require proactive self-promotion in order to bring in business.

The SPQ is widely used for pre-hire selection of all types of salespeople, financial advisors, executive recruiters -- any position that requires consistent proactive prospecting.

The SPQ Gold is also used for training, coaching and personal development purposes of any salesperson in any sales industry.

Overview

• Doomsayer: Worries, will not take social risks.
• Over-Preparer: Over-analyzes, underacts.
• Hyper-Pro: Obsessed with the image and looking good. Confuses packages with prospecting.
• Stage Fright: Fear group presentations.
• Role Rejection Secretly ashamed of sales careers; deflects identity (disconnected from value of sales) .
• Yielder: Fears intruding on others, may suffer from Close Reluctance, not comfortable closing the sale and asking for the check.
• Socially Self-Conscious: Intimidated by up-market clients, e.g. education, wealth, status and prestige.
• Separationist: Won't mix business and friends. Not comfortable using network of friends.
• Emotionally Unemancipated: Won't mix business and family.
• Referral Aversion: Fears disturbing existing business or client relationships by asking for referrals.
• Telephobia: Fears using the telephone for prospecting (more comfortable face-to-face).
• Oppositional Reflex: Argues, blames, rebuffs attempts at coaching, bucks the system.

SPQ Gold also measures:

• Motivation: Physical and psychological energy available to prospect.
• Goal level: Emotional connection to goals and what is important to them (fire in the belly).
• Goal diffusion: Internal and external distractions, ability to focus.
• Problem solving: Emotional ability to handle frustration and see through complexities.

Includes three measurements for Validity: Impression management, response consistency and hedging.