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?