13. Relaxed and alert 1
2 2 2
3 3 3
15. Anticipating concerns/objections 1
2 3
4 4 4 4
17. Making cold calls without any hesitation 1
2
18. Prompt with follow-ups 1
2 2 2 2 2
20. Willing to try new ideas 1
22. Pleasantly persistent 1
2 3 3
19. Generating sufficient prospects 1
3 3 3 3 3
24. A self-starter, self-motivated 1
2 2 4 4 4 4 4 4 4
5
14. Able to restate my prospect’s needs accurately 1
5 5
16. Feeling not personally rejected when someone says no 1
5 5 5 5 5
21. Working smarter, but not necessarily harder 1
5 5
23. Acknowledging and working on what needs improvement 1
5 3
25. Willing to take calculated risks 1
3 4 4 5 5
HOW OTHERS SEE ME 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” – tell the truth. To be the best, I need and want your candid responses.
Rate me on a five-point scale for each of the following attributes, with the scoring key of 1: Always or yes; 2: Usu- ally; 3: Sometimes; 4: Rarely; and 5: Never or no.
1. Assertive 2. Honest
1 1
4. Self-confident 1 5. Enthusiastic 1 6. Outgoing
1
2 2
3. A believer in my product 1
2 2 2 2
7. Focused on my objective 1
2 2 2 2 2
3 3
3 3 3 3
3
8. Professional in demeanor and dress 1
3 3 3 3
10. A good listener 1
1
4 4
4 4 4 4
4 4
9. Displaying good posture and expression 1
4 4 4
5 5
5 5 5 5
5 5 5 5
11. Perceptive (hearing what’s said rather than what’s not said)
5
SELLING POWER SEPTEMBER/OCTOBER 2020 | 23 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
12. Thinking, “What does my prospect want?” 1
2
13. Relaxed and alert 1
2 2 2 3 3 3 3
15. Anticipating concerns/objections 1
2 3 4 4 4 4 4
17. Making cold calls without any hesitation 1
2
18. Prompt with follow-ups 1
2 2 2 2 2
20. Willing to try new ideas 1
22. Pleasantly persistent 1
2 3 3
19. Generating sufficient prospects 1
3 3 3 3 3
24. A self-starter, self-motivated 1
2 2 4 4 4 4 4 4 4
5 5
14. Able to restate my prospect’s needs accurately 1
5 5
16. Feeling not personally rejected when someone says no 1
5 5 5 5 5
21. Working smarter, but not necessarily harder 1
5 5
23. Acknowledging and working on what needs improvement 1
5 3
25. Willing to take calculated risks 1
3 4 4 5 5
When you’re finished, add up your score. If your score is 25-50: That’s excellent. (Keep up the great work.) 51-75: That’s good. (Concentrate on improving areas where you’re weakest.) 76-100: Some areas could use some work. (Ask for help on problem areas from your manager.) 101-125: There are several areas where you need to improve. Become more aware of areas that need improvement and ask for help to develop a plan to make further strides.) Look for areas where you perceive yourself as strong, but others see you as less so – and vice versa. Why do you think you and your assistant view this trait differently in you? Are you seeing yourself accurately?
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