Sample Feedback from the Sales Success Profile®

0 10 20 30 40 50 60 70 80 90 100 PCT /Total
+---+---+---+---+---+---+---+---+---+---+--
APPROACH / INVOLVEMENT |********************************* 84 (26/30)
OVERCOMING OBJECTIONS |********************** 57 ( 6/11)
BEING ABLE TO CLOSE |**************** 42 ( 3/13)
ETHICS |**************************************** 100 ( 8/ 8)
POLITE / COURTEOUS |************************************** 97 ( 7/ 8)
FRIENDLY / WARM |******************************** 80 ( 8/11)
HANDLING PROBLEMS |**************************************** 100 ( 4/ 4)
QUALIFYING BUYERS |** 5 ( 5/16)
PROSPECTING/COLD CALLS |******* 19 (12/33)
PRESENTATIONS |******* 19 (10/24)
TIME MANAGEMENT |************** 37 ( 4/15)
TELEPHONE TECHNIQUE |****************** 46 ( 5/ 8)
CALL ENTHUSIASM |* 3 ( 8/15)
+---+---+---+---+---+---+---+---+---+---+--
FUNDAMENTAL SKILLS |***************** 42
COMPREHENSIVE SKILLS |** 5
+---+---+---+---+---+---+---+---+---+---+--

The graph above shows an individual who is unskilled in sales, but trainable.

This is characterized by :
* Generally low score
* High scores in Polite & Courteous, Friendly & Warm.

This is a profile of an individual who generally has no sales experience. However, they like people, as is evidenced by their high scores in Polite & Courteous and Friendly & Warm. Additionally they seem to have an intuition about how to build rapport, which can be seen in their Approach & Involvement score. Their Ethics score is high, as is their Handling Problems score, which probably indicates that they know how they want to be treated by a professional salesperson.

0 10 20 30 40 50 60 70 80 90 100 PCT /Total
+---+---+---+---+---+---+---+---+---+---+--
APPROACH / INVOLVEMENT |************************************ 90 (27/30)
OVERCOMING OBJECTIONS |************************************* 94 ( 9/11)
BEING ABLE TO CLOSE |***************** 42 ( 3/13)
ETHICS |*********************************** 88 ( 7/ 8)
POLITE / COURTEOUS |********************************* 84 ( 6/ 8)
FRIENDLY / WARM |******************************** 88 ( 8/11)
HANDLING PROBLEMS |**************************************** 100 ( 4/ 4)
QUALIFYING BUYERS |******************************* 79 (12/16)
PROSPECTING/COLD CALLS |**************************** 70 (20/33)
PRESENTATIONS |************************************** 95 (18/24)
TIME MANAGEMENT |************************************** 97 (10/15)
TELEPHONE TECHNIQUE |************************************** 95 ( 7/ 8)
CALL ENTHUSIASM |********************************* 83 ( 8/15)
+---+---+---+---+---+---+---+---+---+---+--
FUNDAMENTAL SKILLS |***************** 42
COMPREHENSIVE SKILLS |***************** 42
+---+---+---+---+---+---+---+---+---+---+--

========================================================================

The graph above shows an individual who lacks the aggression factor required to close sales.

This is characterized by :
* Low closing score
* Very high Polite & Courteous
* Very high Friendly & Warm

This individual, while being skilled in other aspects of the sales process is very often afraid to ask for the sales for fear they might offend the prospect. If the first attempt at closing fails they are reluctant to try again. These individuals are excellent candidates for training because they truly like people. They just need to learn more closing techniques. Very good for customer service positions where closing is not necessary.

Richard E. Gaudette is an Authorized distributor of the Sales Success Profile®

Call Toll-free at 888-772-4637 or 508-529-2485 for more information. Thank you.

gaudette@doubleeaglecomm.com Fax: 508-529-3413

Double Eagle Communications, Inc. 84 Glen Avenue  Upton, MA 01568 USA

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