Sales Skills Assessment

How well do you plan and organize your day?

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How well do you refresh/update sales materials & tools?

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How well do you prepare mentally & physically for a great day?

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How well do you review sources of business?

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How well do you identify who can help you meet those sources of business?

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How well do you decide how you will get to/call on targeted prospects/customers?

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How well do you decide when/how you can most effectively contact these prospects/customers?

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How well do you do client research on those you don't do well?

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How well do you build rapport by showing appreciation for their time?

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How well do you build rapport by asking for permission to ask questions?

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How well do you build rapport by demonstrating a concern for them, not just you?

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How well do you effectively overcome the "loyalty objection" to competition?

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How well do you understand what level of satisfaction they are receiving from the competition?

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How well do you ask high impact questions focused on them?

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How well do you listen effectively & get them to explain/expand where there are issues/opportunities?

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How well do you look for ways of adding value (consultative cadence)?

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How well do you decide if the opportunity is worth pursuing?

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How well do you record the client intelligence that is gathered?

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How well do you develop a winning sales approach (WAR document)?

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How well do you differentiate yourself from the competition by using "Why Me"?

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How well do you differentiate yourself from the competition by using "Why My Company"?

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How well do you overcome any client fear or objections?

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How well do you negotiate a win/win agreement?

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How well do you ask for the business?

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How well do you set realistic customer expectations?

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How well do you instruct the client on how to best use company resources?

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How well do you build client loyalty by delivering on commitments?

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How well do you continually look for ways of adding value?

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How well do you secure regular client feedback (survey)?

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How well do you look for opportunities for expanding your services (look for continuing changes, additional needs)?

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How well do you build strong, long-term business relationships?

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