Are You Selling or Telling?
Code:  FREE
 
 

Are You Selling or Telling?

<>Find out how strong your sales skills really are

 

There are some sales techniques that salespeople do which actually come across negatively to their prospects of customers. Often you may think you just gave the best sales presentation of your life and then end up perplexed about why you did not close the deal.

This questionnaire will tell you how well you are doing at selling effectively without putting your customer off or creating a sense of a "hard" sell. The results will indicate how strong your sales skills are and how well you are connecting and building a relationship with your sales prospects.

Please complete all items. Rate each item on a scale of 1-5. Please choose one number and do not write a decimal, such as 3.5. Select the answer that best represents your feelings, thoughts, and behaviors regarding your sales methods. Choose how true each statement is for you.

I do not typically feel anxious, stressed, or pressured to make a sale.
Less True - 1 2 3 4 5 - More True
When I go to a sales meeting with a prospect, my number one goal is to find out their needs.
Less True - 1 2 3 4 5 - More True
My opening lines are not all about my business or products.
Less True - 1 2 3 4 5 - More True
When I approach a new sale, I do not go in ready to energetically point out all of the good features of my product.
Less True - 1 2 3 4 5 - More True
I think it is very important to engage a customer in a dialogue right away.
Less True - 1 2 3 4 5 - More True
I have been told that I am quite skilled at building relationships with my customers or clients.
Less True - 1 2 3 4 5 - More True
My closings can be described as more of a soft sell than a hard sell.
Less True - 1 2 3 4 5 - More True
I sometimes use openings as unsophisticated as 'how are you doing today?' to get customers to begin speaking with me.
Less True - 1 2 3 4 5 - More True
My customers or clients have a tendency to buy from me over and over.
Less True - 1 2 3 4 5 - More True
I never try to pressure a customer into purchasing now by telling them we are almost out of stock, it is a limited time offer, etc., if these things are not really true.
Less True - 1 2 3 4 5 - More True
I find that my prospects openly talk with me about their frustrations and problems related to other products or services.
Less True - 1 2 3 4 5 - More True
I am able to convey a good deal of energy and enthusiasm for the products or services that I sell.
Less True - 1 2 3 4 5 - More True
I tend not to rely on scripts or straight presentations of product information.
Less True - 1 2 3 4 5 - More True
One of the cardinal rules I sell by is 'get the client speaking first.'
Less True - 1 2 3 4 5 - More True
I have extremely strong listening skills and have been given feedback that I show nonverbal interest and curiosity very well.
Less True - 1 2 3 4 5 - More True
My sales managers or other supervisors have complimented my ability to understand what my prospects are really looking for and position my product accordingly.
Less True - 1 2 3 4 5 - More True
When I think about my greatest weaknesses, the inability to modify my approach based on the individual is not one of them.
Less True - 1 2 3 4 5 - More True
I have received feedback that I come across as assertive, not aggressive.
Less True - 1 2 3 4 5 - More True
I rarely seem to have difficulty initiating and maintaining balanced conversations (where both parties speak an equal amount of time.)
Less True - 1 2 3 4 5 - More True
I rehearse sales presentations a little bit but I never memorize them verbatim.
Less True - 1 2 3 4 5 - More True
I always try to put myself in the client's shoes and think about why they would be interested in what I have to offer.
Less True - 1 2 3 4 5 - More True
If I were to watch a tape of one of my sales meetings, I would see my client speaking more than me.
Less True - 1 2 3 4 5 - More True
I routinely try to find out the psychological motivations of my client, such as whether he/she is motivated by convenience, price, pleasure, problems, or novelty.
Less True - 1 2 3 4 5 - More True
I do not often feel anxious about my sales position.
Less True - 1 2 3 4 5 - More True
When a client asks me to describe a product or service, I focus on the benefits it can provide rather than the specific features.
Less True - 1 2 3 4 5 - More True
I typically really enjoy engaging my customers in conversation to establish rapport in the beginning of a sales meeting.
Less True - 1 2 3 4 5 - More True
My sales closings rarely tell a person that he or she needs my product or services.
Less True - 1 2 3 4 5 - More True
I tailor most of my sales presentations to the specific clients rather than making the same presentation numerous times.
Less True - 1 2 3 4 5 - More True
My closings are a series of questions rather than statements.
Less True - 1 2 3 4 5 - More True
Customer feedback has indicated a strong satisfaction with me, and a desire to continue doing business with me.
Less True - 1 2 3 4 5 - More True
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