Sales Readiness 360

The Relationship Selling Online Self-Assessment

BE YOUR OWN SALES COACH

This questionnaire should take five to eight minutes to complete. 

You will be presented with 8 groups of 4 questions each.

Once you submit all responses to this assessment you will be presented with an Overview showing exactly where you are most and least “sales ready.” Then when you invite Observers to also assess you, their responses will be presented side by side with yours. Use this assessment as your sales coaching guide to determine where to focus your attention next in order to improve your sales results.

This is A Check-up, Not A Test. It will be easy for you to see how you could choose the highest ranking on each item but this is not an exam. So tell yourself the total unedited truth as you answer each question. The only way to fail this assessment is to mislead yourself. The only way to get a perfect score is to be as honest as possible.

"360" Observer Assessments: A special feature of the Sales Readiness checkup is the ability to have an observer; sales manager, client, colleague, coach, friend, etc. also complete an assessment of your readiness. Once this has been submitted, you will be presented with a side by side read-out of each skill area. This permits you to see where your assessments are the same, similar or different, thereby saving time and allowing you to concentrate directly on those items that will increase your sales readiness.

Let this check-up become the beginning of a new stage of active growth and sales success for you.  

For $69.95 you’ll receive five unique benefits when you take this assessment.
  Your Personal Report with all 32 ratings
  The eGraph of your ratings in the Eight Competencies
  Observer Assessments from others
  A full year of sales briefings via the Relationship Selling Email Course, 52 weekly sales lessons
  The Complete e-Book of Relationship Selling, the eight competencies of top sales producers.

View the System Requirements for this assessment.

Preparing
Prepare to Sell: Build and Sustain Sales Readiness. This is a measure of how effective you are perceived to be in sales preparation and self preparation.
1. External: Researching and understanding your market, industry and competition.
Never    Seldom    Sometimes    Often    Always   
2. Internal: Knowing and effectively using your company, products, clients and resource team.
Never    Seldom    Sometimes    Often    Always   
3. Mental: Refreshing your knowledge and getting into the right frame of mind.
Never    Seldom    Sometimes    Often    Always   
4. Physical: Preparing your sales resources and personal appearance for the right impact.
Never    Seldom    Sometimes    Often    Always   
 
Targeting
Target the Right Prospects: Identify Who, How and When To Make Contact. This is a measure of how effective you are perceived to be in selecting the right people and methods for initiating sales contact.
5. Groups: Identifying the categories and groups of best prospective customers.
Never    Seldom    Sometimes    Often    Always   
6. Individuals: Identifying the ideal customers and finding the decision makers.
Never    Seldom    Sometimes    Often    Always   
7. Strategies: Building a reputation and brand position that will generate sales.
Never    Seldom    Sometimes    Often    Always   
8. Tactics: Calling on the right people in the right way to open up sales opportunities.
Never    Seldom    Sometimes    Often    Always   
 
Connecting
Connect with the Person: Establish Truthful Communication, Two Ways. This is a measure of your perceived ability to connect with both the head (logic) and heart (emotions) of others.
9. Credibility: Establishing yourself as a viable resource to the prospect.
Never    Seldom    Sometimes    Often    Always   
10. Activity: Making the right number and types of sales contacts.
Never    Seldom    Sometimes    Often    Always   
11. Relationship: Understanding personality differences and buying styles.
Never    Seldom    Sometimes    Often    Always   
12. Trust: Building trust and managing relationship tension.
Never    Seldom    Sometimes    Often    Always   
 
Assessing
Assess the Needs: Understand The Needs Of The Person And Their Situation. This is a measure of your perceived effectiveness in determining what the person wants and needs.
13. Probing: Asking the right questions and getting the answers.
Never    Seldom    Sometimes    Often    Always   
14. Analyzing: Identifying the needs and sales opportunities.
Never    Seldom    Sometimes    Often    Always   
15. Understanding: Finding the primary buying motive.
Never    Seldom    Sometimes    Often    Always   
16. Empathizing: Listening and people reading, understanding feelings as well as facts.
Never    Seldom    Sometimes    Often    Always   
 
Solving
Solve the Main Problem: Cause The Person To Experience The Value You Bring. This is a measure of your perceived effectiveness in showing the person how well you can meet their needs and concerns.
17. Presenting: Delivering a persuasive presentation.
Never    Seldom    Sometimes    Often    Always   
18. Showing Relevance: Providing compelling evidence as to how the customer will benefit from buying.
Never    Seldom    Sometimes    Often    Always   
19. Personalizing: Getting the customer to understand and feel the value of your offer.
Never    Seldom    Sometimes    Often    Always   
20. Involving: Getting the customer to participate in discovering the solution they seek.
Never    Seldom    Sometimes    Often    Always   
 
Commitment
Commit to the Sale: Confirm That A Purchase Has Been Made. This is a measure of your perceived effectiveness in gaining commitment to buy.
21. Summarizing: Giving benefit summaries and identifying next steps.
Never    Seldom    Sometimes    Often    Always   
22. Negotiating: Resolving the customer’s concerns without reducing price.
Never    Seldom    Sometimes    Often    Always   
23. Asking: Clearly requesting the purchase and making it easy to say yes.
Never    Seldom    Sometimes    Often    Always   
24. Confirming: Getting the formal commitment to buy.
Never    Seldom    Sometimes    Often    Always   
 
Assuring
Assure Satisfaction: See That The Customer Remains Satisfied With Their Decision. This is a measure of your perceived effectiveness in creating satisfied and loyal customers.
25. Reviewing: Giving a point-of-sale summary of the value of buying plus a preview of next steps.
Never    Seldom    Sometimes    Often    Always   
26. Follow Through: Supervision of the delivery and initial steps of the ownership experience.
Never    Seldom    Sometimes    Often    Always   
27. UpServing: Adding value after the sale, increasing customer satisfaction.
Never    Seldom    Sometimes    Often    Always   
28. Recovery: Smoothly resolving problems and retaining the customer’s loyalty.
Never    Seldom    Sometimes    Often    Always   
 
Managing
Manage Your Sales Potential: Lead, Motivate and Grow Yourself. This is a measure of your perceived effectiveness in getting yourself to do what needs to be done, when it needs to be done.
29. Resources: Using technology and other resources to improve your sales effectiveness.
Never    Seldom    Sometimes    Often    Always   
30. Information: Keeping and using sales records to manage yourself.
Never    Seldom    Sometimes    Often    Always   
31. Growth: Learning and improving, becoming a greater resource to others.
Never    Seldom    Sometimes    Often    Always   
32. Motivation: Getting yourself to do what needs to be done when it needs to be done, whether you feel like it or not and still doing it well. (Self-Leadership)
Never    Seldom    Sometimes    Often    Always   

Price for this assessment $69.95


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