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, firstname.lastname@example.org www.salesassessmenttesting.com
My favorite interview inquiry is: “Tell me about your first selling experience.” Go ahead ask someone who enjoys selling! They usually sit up and with great energy start talking about “selling rocks” or “selling newspaper subscriptions” or “selling girl scout cookies.” It is so much fun to hear the stories and their interpretation of early success.
When I was five-years old, my neighbor Irena who was a volunteer for Veterans of Foreign Wars, asked me to sell poppies on Veterans Day to “everyone” in the neighborhood. What a wonderful challenge. I remember knocking on doors and if no one was home, I would go back until they bought a poppy. When I gave Irena all the money plus tips, she was amazed and asked if I would sell more. Sure! I walked into the lobby of the car dealership in Coalville, Utah, and asked “who wants to buy a poppy?” I sold every poppy in one sales call. It was a thrill. Asking someone to buy and having them say “yes.”
On the other hand, ask someone who doesn’t particularly enjoy selling and usually their body language will say it all. Sometimes they take a deep breath or sigh and/or if not particularly disciplined — even groan.
Salespeople who enjoy the selling process are golden! They have what cannot be trained or coached into them — positive early memories that are wired into their brains.
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