446 words
A successful salesperson...
o Has commitment to what he or she is doing.
o Has persistence to never give up even when things look bleak.
o Is committed to continuous learning-to succeed in sales it pays to work hard on knowing and improving yourself.
o Reviews the basics. A standard "brush-up" can do wonders when approaching a new or difficult situation.
o Has a healthy ego and uses it to measure room for improvement. Having a healthy ego also makes it easier to take calculated risks-to be bold in a positive way.
o Listens, not to get information to manipulate, but to assist in serving the customer.
o Has a sense of humor and enthusiasm, able to laugh at him or herself instead of becoming seriour and overbearing. Enthusiasm reflects a salesperson's excitement for the product and what it can do for the prospect.
None of these attributes are easy to acquire. Commitment, humor and a strong ego come easily so long as you are constantly winning. When you have days of "nos," too many bad breaks and not enough commissions, then commitment, humor and ego may desert you. As for listening, although most of us think of ourselves as good listeners, few are. These two tests, one taken by you, the other by your customer, colleague or boss-can help you assess yourself and your success.
This self-assessment was excerpted from Rebecca Morgan's book, Professional Selling: Practical Secrets for Successful Selling.
© 1988 Morgan Seminar Group
_______________________Rebecca L. Morgan, CSP, is a dynamic speaker and seminarist. She is the author of four books, TurboTime: Maximizing Your Results Through Technology, Calming Upset Customers, Life's Lessons: Insights and Information for a Richer Life, and Professional Selling. For information on her speaking services, books, and tapes contact her at 1440 Newport Ave., San Jose, CA 95125, 408/998-7977, 800/247-9662, fax: 408/998-1742, rebecca@RebeccaMorgan.com, www.RebeccaMorgan.com. Please contact Rebecca for permission to reprint or repost this item.
Professional Salesperson's Assessment
Be honest when taking the following assessment. We like to believe we do everything well, but unfortunately that's rarely the case. See if this assessment can help you identify some areas of needed improvement.
Scoring key: 1 = Always or yes; 2 = Usually; 3 = Sometimes; 4 = Rarely; 5 = Never or no
In sales I am: Always.....Never
1. Assertive 1 2 3 4 5
2. Honest 1 2 3 4 5
3. A believer in my product/service 1 2 3 4 5
4. Self-confident 1 2 3 4 5
5. Enthusiastic 1 2 3 4 56. Outgoing 1 2 3 4 5
7. Focused on my objective 1 2 3 4 5
8. Professional in demeanor and dress 1 2 3 4 5
9. Displaying good posture and expression, even when on the phone 1 2 3 4 5
10. A good listener 1 2 3 4 511. Perceptive (hear what's said as well as what isn't) 1 2 3 4 5
12. Thinking "What does my prospect really want?" 1 2 3 4 5
13. Relaxed and alert 1 2 3 4 5
14. Able to restate my prospect's needs accurately 1 2 3 4 5
15. Anticipating concerns/objections 1 2 3 4 516. Not personally rejected when someone says no 1 2 3 4 5
17. Able to turn incoming calls into a sales call without hesitation 1 2 3 4 5
18. Prompt in my follow up calls 1 2 3 4 5
19. Generating sufficient up sales 1 2 3 4 5
20. Willing to try new ideas 1 2 3 4 521. Continually looking ways to work smarter and not necessarily harder 1 2 3 4 5
22. Pleasantly persistent 1 2 3 4 5
23. Working on my habits that need to be improved 1 2 3 4 5
24. A self-starter, self-motivated 1 2 3 4 5
25. Willing to take calculated risks 1 2 3 4 5Scoring:
25-50 = Excellent 51-75 = Good 76-100 = Need work 101-125 = Help!The next page has an assessment for you to photocopy to give to your boss, a colleague, and/or selected customers-anyone who is capable of assessing your sales skills.
Professional Salesperson's Assessment
Salesperson's name:_____________________Thank you for taking time to help me. I am interested in your honest feedback of my skills and attitudes. Don't feel you have to "fudge" and not tell the truth. To be the best, I need and want your candid response.
Scoring key: 1 = Always or yes; 2 = Usually; 3 = Sometimes; 4 = Rarely; 5 = Never or no
Salesperson is: Always.....Never
1. Assertive 1 2 3 4 5
2. Honest 1 2 3 4 5
3. A believer in my product/service 1 2 3 4 5
4. Self-confident 1 2 3 4 5
5. Enthusiastic 1 2 3 4 56. Outgoing 1 2 3 4 5
7. Focused on my objective 1 2 3 4 5
8. Professional in demeanor and dress 1 2 3 4 5
9. Displaying good posture and expression, even when on the phone 1 2 3 4 5
10. A good listener 1 2 3 4 511. Perceptive (hear what's said as well as what isn't) 1 2 3 4 5
12. Thinking "What does my prospect really want?" 1 2 3 4 5
13. Relaxed and alert 1 2 3 4 5
14. Able to restate my prospect's needs accurately 1 2 3 4 5
15. Anticipating concerns/objections 1 2 3 4 516. Not personally rejected when someone says no 1 2 3 4 5
17. Able to turn incoming calls into a sales call without hesitation 1 2 3 4 5
18. Prompt in my follow up calls 1 2 3 4 5
19. Generating sufficient up sales 1 2 3 4 5
20. Willing to try new ideas 1 2 3 4 521. Continually looking ways to work smarter and not necessarily harder 1 2 3 4 5
22. Pleasantly persistent 1 2 3 4 5
23. Working on my habits that need to be improved 1 2 3 4 5
24. A self-starter, self-motivated 1 2 3 4 5
25. Willing to take calculated risks 1 2 3 4 5Scoring:
25-50 = Excellent 51-75 = Good 76-100 = Need work 101-125 = Help!
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