Free
Needs Analysis Tools
Get the right training with these open competency model based tools.
Get the right training with these open competency model based tools.
|
Free
Needs Analysis Tools
Get the right training with these open competency model based tools. |
| Sales diagnostic questionnaires, surveys, and checklists | |
| Sales
Diagnostic Questionnaire |
The Sales Diagnostic Questionnaire (SDQ) investigates 204 observable competencies in 31 categories of the sales process. This is the only comprehensive diagnostic sales competency model on the market today. You can now take it on-line and see your results immediately. Companies can set up teams and compare results. If you need a skill or strategy set to sell efficiently and successfully, then its "time to get some training." Select this link to see linkage to online learning. |
| Strategic Sales Plan | Ongoing research with 120+ client companies across industries produces a diagnostic sales process with 11 phases and 53 steps. Use this Strategic Sales Plan to guide your sales (both large and small) to a successful conclusion. Use it to conduct "Sales Autopsies." You'll very quickly learn which steps were skipped or not completed to the level needed to prevent the objection to your attempt in favor of the competitors. If you need to do the step and don't know how, then its "time to get some training." |
| Objections List & Buyer Beliefs |
What objections stop the sale? Before people buy (business-to-business) there are 10 beliefs they must hold to some degree of strength. When a "Buyer Belief" is missing or weak, objections occur that are directly related to that belief. This diagnostic helps you identify the missing Buyer Belief causing the objections you get. If you are going to do training, make sure it relates to helping you prevent, preempt and/or respond to the objections you get. While there are a lot of great selling knowledge, skills and strategies that will help enhance professionalism, improve efficiencies, as well as, make selling a lot of fun, objection free selling is the first priority. |
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