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"We have hired hundreds of salespeople using the SPQ Gold."

Listen how Michael’s company has used the SPQ as a tool in their tool box to find out whether the salespeople they are hiring have the fear of prospecting.

Webinar for Hiring Authorities: Assess for Sales Call Reluctance PRIOR to hiring!

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.)

Agenda:

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 602-997-1101.

Connie Kadansky, M.A., PCC, Sales Call Reluctance Coach, helping hiring authorities hire salespeople who will prospect consistently and comfortably.  Please call with questions 602-997-1101 or connie@exceptionalsales.com

Tell me about your first selling experience.

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.

Please start asking and share the comments!  We want to hear from you!