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, 602-380-5431, 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;
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. firstname.lastname@example.org or 602-380-5431
Did you know that the value of management’s time per hour is a minimum of $100/hour. Email me at email@example.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. 602-380-5431 or firstname.lastname@example.org
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 602-380-5431 or email email@example.com and request a sample copy of the SPQ Gold pre-employment sales test report or quickly review four case studies. http://www.salesassessmenttesting.com/case-studies/
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://www.salesassessmenttesting.com/order/
Connie Kadansky, MA, PCC, will help you take the guesswork out of hiring salespeople. Call her today at 602-380-5431 or email firstname.lastname@example.org 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 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?
The SPQ Assessment measures your candidate’s ability to see through frustration and complexity. This can be a very important measurement. If your position is transactional, they may not need to have a high degree of emotional capacity to see through complexity. However, if you have a long, complicated sales cycle, how important is it to know that your candidate has the emotional ability to see the sale through from prospect to customer? This measurement on the SPQ is “problem solving.” It is not measuring IQ or ability to solve problems, it is as stated above.
Connie Kadansky, MA, PCC, helps employers take the guesswork out of hiring salespeople with the only assessment in the world that measures Sales Call Reluctance. 602-380-5431 or email@example.com
Yielder Call Reluctance is the #1 type of Call Reluctance and the most costly. Yielders are friendly, sociable people who want to be liked and approved of. They don’t like making people uncomfortable. They don’t like conflict. Let’s face it, moving prospects from Current Reality to Desire Result requires “tension” most of the time. Rarely are there slam dunk sales stories.
Michael Goodman, Sales Trainer Extraordinare has a great blog that I recommend you check out. http://speakingofsales.typepad.com/salessquawk/
Michael reminds us that no other profession in the world carriers with it the most regular opportunities for conflict with other humans on a daily basis under normal conditions. Even our soldiers, who face conflict regularly, have long lulls between wars and battles. If a salesperson is not comfortable with a conflict, they are not effective.
If you want to make sure that you do not hire salespeople who suffer from high levels of Yielder Sales Call Reluctance, recommend you assess them prior to hire by using the SPQ Gold assessment, the only assessment in the world that measures Sales Call Reluctance.
Connie Kadansky, MA, PCC, Sales Call Reluctance coach and trainer, will help you take the guesswork out of hiring salespeople who will not prospect consistently. 602-380-5431 or firstname.lastname@example.org
Assess for Sales Call Reluctance PRIOR to hiring Salespeople
Click on the above link. Windows Media Player is required. This is a 15.09 minute webinar that gives an overview of the Sales Call Reluctance assessment, the only assessment in the world that measures Sales Call Reluctance. (There is a slight 3-4 second delay with a blank screen before the powerpoint shows up.)
Basic Sales Model
Single Best Predictor of Sales Success
Two Ways to View Prospecting
Types of Sales Call Reluctance
How to Administer the SPQ Gold assessment
Importance of follow through questions
Any unanswered questions you may have are welcome! Please contact me at 602-380-5431.
Connie Kadansky, M.A., PCC, Sales Call Reluctance Coach, helping hiring authorities hire salespeople who will prospect consistently and comfortably. Please call with questions 602-380-5431 or email@example.com
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