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Advice for Administering Sales Call Reluctance Assessment to Candidates

The SPQ Gold Assessment is a tool in the tool box.  It is so important that you refer to  the Sales Call Reluctance Assessment as an “assessment” versus a “test.”   There are many excellent sales producers who experience anxiety when they hear the word “test.”  It takes people back to experiences they would rather forget.  Who hasn’t had a less than pleasant experience where they “failed” or did less then their best on a “test?”

When I took my first driver’s license “test” at 16 years old, I failed.  Yikes!  I was so surprised and embarrassed.  To make it worse the smart girl, Julie, in our class smugly passed with flying colors.

When positioning your sales candidate to take the Sales Call Reluctance assessment, recommend you tell them early on in the interviewing process that you will administer an assessment, or in some cases assessments.  Let them know that there are several dynamics involved in your interviewing process.

You want to set your candidates up for success — not additional anxiety in an already stressful situation.

Connie Kadansky helps employers take the guesswork out of hiring salespeople who must prospect consistently by using the only assessment in the world the measures Sales Call Reluctance.  602-380-5431, connie@exceptionalsales.com www.salesassessmenttesting.com

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Connie Kadansky

Connie Kadansky offers speaking, training, coaching and performance improvement services specifically addressing Sales Call Reluctance. She has a proven track record with diverse businesses, from entrepreneurs to Fortune 50 companies, nationally and internationally. She is a licensee of Behavioral Sciences Research Press (BSRP), the world leader in research and training in Sales Call Reluctance. Connie has facilitated more than 260 full-day programs and worked with hundreds of salespeople from diverse industries.