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Sales Test Blog

Pre-employment sales test: SPQ Gold measures Sales Call Reluctance

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;

Poor listener;

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.  connie@exceptionalsales.com or 602-380-5431

Pre-employment Sales test: SPQ Gold reduces the cost of hiring salespeople

Did you know that the value of management’s time per hour is a minimum of $100/hour.  Email me at connie@exceptionalsales.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 connie@exceptionalsales.com

Pre-employment Sales Test will save you big dollars

Let’s admit it.  Salespeople are pretty good interviewers because they are usually good communicators!  They can be engaging and promote themselves well and maybe a little “too well.”

How do you know whether they are exaggerating and embellishing?

The SPQ Gold pre-employment sales test has an impression management measurement.  This doesn’t mean that they are dishonest people.  However, it also helps you look a little deeper into areas that may be verifiable.

Connie Kadansky will help you take the guesswork out of hiring salespeople.  Please call her today at 602-380-5431 or email her at connie@exceptionalsales.com

http://www.salesassessmenttesting.com/order/

Pre-employment sales test SPQ Gold will save you time and dollars

Are you looking for an account developer or an account manager?  If you are looking for true account developers, you must use the SPQ Gold pre-employment sales test because it will  tell you whether your candidate has the emotional capacity to handle frustration and see through complexity.  If you have a complex product/service or a long sales cycle, you need to know whether your candidate will hang in and see themselves through the inevitable obstacles.  This is just one of the 21 measurements of the SPQ Gold, the only assessment in the world that measures Sales Call Reluctance.

Connie Kadansky, MA, PCC, will help you take the guesswork out of hiring salespeople.  You have three options:  1) call Connie at 602-380-5431; 2) email her at connie@exceptionalsales.com; 3) order an assessment and experience the process http://www.salesassessmenttesting.com/order/ Connie has helped hundreds of employers make smart decisions.

Pre-employment sales test SPQ Gold will tell you whether your candidate is a self-promoter!

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 connie@exceptionalsales.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/

What to look for in a pre-employment sales test

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 connie@exceptionalsales.com 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 much is too much? Assertive or Aggressive?

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?

How motivated is your sales candidate?

Motivation is the physical and psychological energy available to prospect.  How can you ascertain how much motivation someone has in an interview?

Recently had a client who tested an experienced sales candidate who scored low on motivation on the SPQ Gold Assessment.  You can be the best company, best manager, have everything in place for your salespeople to succeed, but if someone does not feel well physically or psychologically, they will not prospect consistently.   Increasing motivation must come from within an individual to make proper lifestyle decisions that affects their energy level.

Are you willing to hire someone and hope that you they will take steps to increase their motivation?  Recommend if you do, that you seriously consider also hiring a coach for the individual or personally commit to your coaching them solely on their motivation issue.

The SPQ Gold reveals the motivation of your sales candidates  (how much gas is in the gas tank/how much juice is in the battery)!

What is the emotional capacity of your candidate to see through complexity?

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 connie@exceptionalsales.com

Selling requires assertive behavior!

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 connie@exceptionalsales.com