Approach and Involvement
The examinee's score of 70 is ABOVE AVERAGE and indicates an acceptable skill level in approaching and involving a prospect in a sale. This individual will be able to successfully approach and involve prospects in a positive manner. While this skill has been developed to an acceptable level, this salesperson must remember to stay focused on establishing rapport initially. This skill must be coupled with acceptable scores in Overcoming Objections and Closing in order to produce sales results.
Handling and Overcoming Objections
The examinee's score of 100 is SUPERIOR and indicates an extremely desirable skill level in Overcoming Objections. This individual will almost always be able to successfully overcome an objection. This score must be complemented with acceptable scores in Approach and Involvement, and Closing in order to achieve maximum sales potential.
Being Able To Close
The examinee's score of 91 is SUPERIOR and indicates an extremely desirable skill level regarding closing techniques. This individual should be considered extremely knowledgeable regarding "Closing" techniques. This individual will rarely miss the opportunity to close a properly qualified prospect. This score must be complemented with acceptable scores in Approach and Involvement, and Overcoming Objections in order to achieve maximum sales potential.
The examinee's score of 100 is SUPERIOR and indicates that this individual will rarely, if ever, resort to unethical tactics to close a sale. Reinforce this individual's dedication to ethical conduct by acknowledging that your company agrees with an ethical approach to business.
Polite and Courteous
The examinee's score of 84 is FAR ABOVE AVERAGE and indicates a very high level use of everyday common courtesy in dealing with prospects and clients. Sometimes individuals with this score range may have lower scores in Closing due to a lack of aggressiveness. Sometimes extremely high scores in Polite & Courteous will be exhibited by individuals who have become more service oriented. This can happen with salespeople with an established customer base who rarely prospect for new clients.
Friendly and Warm
The examinee's score of 93 is SUPERIOR and indicates that the examinee will, with rare exception, be regarded as friendly, sensitive, warm, and caring individual. This individual will probably build a large following because most people will find them to be extremely likeable and will characterise them as having a charming personality. They have learned how to gain people's confidence, and they will not betray their trust. This type of person projects a positive image for the company they work for and are generally considered to be very likeable. However, having high scores in this area and lower scores in closing may indicate approval seeking at the expense of closing sales.
The examinee's score of 100 is SUPERIOR and indicates an extremely desirable skill level in problem handling. This individual demonstrates a strong ability in interpersonal relationships that require patience. This individual will most likely be able to handle any problem situation that arises.
The examinee's score of 89 is FAR ABOVE AVERAGE and indicates a very desirable skill level in Qualifying Buyers. This individual will be able to maximise sales through proper questioning and qualifying a majority of the time. This salesperson will rarely waste time presenting their product or service to a person who does not have the authority to make an investment decision.
Prospecting and Cold Calling
The examinee's score of 86 is FAR ABOVE AVERAGE and indicates a very desirable skill level in Prospecting and Cold Calling. This individual will be able to successfully generate new leads the majority of the time with a minimal amount of effort. They recognise that there is more than one way to generate leads.
Presentations and Demonstrations
The examinee's score of 95 is SUPERIOR and indicates an extremely desirable skill level in giving Presentations and Demonstrations. This individual has mastered the skill of prospect involvement. This individual knows how to use Presentations and Demonstrations to maximize the potential for a sale.
The examinee's score of 85 is FAR ABOVE AVERAGE and indicates a very desirable degree of self-control in Time Management. This individual is normally a highly motivated individual who constantly strives to improve productivity through more efficient use of time. A minimal amount of supervision is all that should be necessary to encourage this individual to maintain an acceptable level of productivity.
The examinee's score of 46 is AVERAGE and indicates a moderately acceptable skill level in using the Telephone in a productive manner. Additional training in this area would be very beneficial.
The Call Enthusiasm
The examinee's score of 72 is ABOVE AVERAGE and does not seem to indicate any significant degree of aversion to meeting with clients face to face. They may, at times, experience periods of demotivation, but most times should exhibit a willingness to get in front of prospects face to face. Even the most motivated salesperson can get in a slump if they experience a series of "lost sales". If this individual starts to experience a string of unsuccessful closing attempts, it would be well advised to schedule a "one on one" pep talk. People love individual recognition, and this may be just the medicine needed to restore their self-confidence.
This salesperson's Fundamental skills score is 91. The Fundamental skills score is a weighted average of the first 8 scales. It refers to those basic skills which are essential for any job in sales. Whether the job is in retail sales, inside sales, telemarketing, or an outside sales position involving territory management, an acceptable overall score is important for success.
This salesperson's Comprehensive skills score is 87. The Comprehensive skills score is a weighted average of all 12 scales. It includes the Fundamental skills, and the last 4 scales which are more closely associated with more sophisticated sales positions. These generally include those sales positions that involve territory management, good time management skills, and low supervision.
This individual should be well suited for work in either inside/retail sales or outside sales. While this individual may have a reasonable amount of knowledge about closing techniques, they lack an acceptable degree of aggression. Unfortunately, individuals with this profile many times are afraid to use their "closing techniques" for fear they may appear to be a "high pressure" salesperson. This individual will be able to increase their income potential by concentrating on training that would improve their skill levels in the areas of: TELEPHONE TECHNIQUE.
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