Almost Never Seldom Often Almost Always
1. I listen much more than I talk in selling. 1 2 3 4
2. I feel relaxed, confident and full of energy while I’m selling. 1 2 3 4
3. I analyze the buyer’s probable objectives and problems as a person before I decide how to sell my product. 1 2 3 4
4. I spend my time with the right prospects who represent both high dollar potential and high probability of buying from me soon. 1 2 3 4 .
5. I anticipate sales objections and prevent them or answer them confidently without stress. 1 2 3 4
6. I’m able to gain the customer’s trust for my selling in the first 30 seconds with my first impression. 1 2 3 4
7. I sell results and what my products do for people, not just the product details that describe what my products are or how they work. 1 2 3 4
8. I continually add new, qualified prospects so my sales results are consistent with few peaks and valleys. 1 2 3 4
9. I get to the customer’s objections and problems quickly with questions. 1 2 3 4
10. I’m able to ask for information or to ask customers to buy now without hesitation or fear of the customer’s reaction. 1 2 3 4
11. I’m able to position my products as clearly different from the products offered by competition. 1 2 3 4
12. I make sales because of my persistent, organized follow-up with prospects and key accounts. 1 2 3 4
13. I frequently check customer reaction to my selling and adjust my selling style to fit the person or the situation. 1 2 3 4
14. Whether I make a sale or not, I find success in every sales contact even if the success is only what I learn, the fun I have from the experience or the progress I make toward a future sale. 1 2 3 4
15. I’m able to identify all the buying influences in each sale and adapt my selling to their different objectives. 1 2 3 4
16. I’m able to sell without much price resistance by analyzing for each prospect how my product has value in preventing losses and helping them meet objectives. 1 2 3 4
17. I notice and repeat what works in my selling, and when what I’m doing isn’t working, I try something else. 1 2 3 4
18. While I’m selling, I’m thinking about solving problems for the customer, not about my presentation or about what might go wrong. 1 2 3 4
19. I’m able to increase the size of my sales by negotiating new options or by demonstrating how additional products make the first product better. 1 2 3 4
20. I know my position relative to competition with all the players at my key accounts and I have a specific strategy for increasing my share of their business. 1 2 3 4
Add the numbers you have circled to determine your total score.
TOTAL ________________________
Here’s what your score means:
75-80 You are selling at peak performance.
65-74 You are a high sales achiever.
45-64 You are in the middle of the pack.
20-44 You need some coaching.
Jim Schneider is President of The Jim Schneider Group, a sales management consulting and sales training firm specializing in peak performance. Look for his new book
The Feel of Success in Selling. For more information please write The Jim Schneider Group, 19 WO39 Normandy South, Oak Brook, IL 60521 or call 312/963-0088.
To identify specific areas for improvement in your selling, total your score for each of the four categories of selling.
To find out how your sales technique rates, total questions 1, 5, 9, 13 and 17. Your level of confidence is indicated by the sum of questions 2, 6, 10, 14 and 18. Add up questions 3, 7, 11, 15 and 19 to determine how well you’re able to apply your products to meet customer objectives. For your sales planning capabilities, count up the totals from questions 4, 8, 12, 16 and 20. A score of 18 or higher on any of these selling factors is a sign of selling strength, and a score of 10 or lower is a red flag that this aspect of your selling needs improvement.
