Skills Assessment - Mark Holmes Group

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Rate your level of skills or confidence with this 1 to 4 scale:
(1) Not doing okay at this – lack confidence or skills
(2) Doing okay, but need to improve level of skill or confidence
(3) Doing very good, but still under where I need to be
(4) Doing outstanding with this, could mentor others

Understand Each Customer’s Needs Accurately?

1. I am effective at asking questions to identify a buyer’s known, unknown and undervalued needs*

2. I have a thorough understanding of a prospect’s company because I do my homework and research in advance.*

3. I know each decision influencer’s opinions and value drivers before the final decision is made.*

Have An Effective Value Proposition?

1. I have an effective value proposition that speaks clearly and convincingly to the customer’s issues, while differentiating from competitors.*

2. I am good at quantifying my value, relating it to what the customer cares about and keeping their interest through each decision phase.*

3. I am effective at increasing a customer’s perception of my product’s value.*

4. I tailor-fit a value proposition to each customer’s needs versus presenting a one-size-fits-all message.*

Work With Multiple Decision Influencers Effectively?

1. I identify “all” the decision influencers and understand their exact role in the decision.*

2. I know how to get multiple decision influencers to put aside personal preferences and reach consensus on the best decision about value for the company.*

3. I stay informed of every change in an account that could impact a sale.*

4. I am good at persuading customers to modify their decision criteria or timeline in my favor, if necessary.*

I Am A Highly Effective Listener?

1. I am good at listening and accurately processing what the customer says.*

2. I avoid poor listening habits like interrupting, daydreaming and completing other people’s sentences.*

3. I tune out distractions and interruptions and give my undivided attention at all times.*

Sell To Executives Effectively?

1. I communicate with executives authoritatively, believably and concisely.*

2. I understand how executives make decisions about value and I am comfortable interacting with them on that level.*

3. I am effective at creating immediate interest and landing an appointment with executives.*

4. I know how to frame an executive’s strategic initiatives and link it with my value proposition convincingly.*

Handling Price Conversations Confidently?

1. I can justify my value when a decision-maker negotiates for a lower price.*

2. I am effective at gathering and presenting the right information to prove value.*

3. I am good at switching the customer from a focus on price to a conversation on value.*

4. I handle price and any other objections confidently, clearly and convincingly.*

Manage Opportunities Productively?

1. I manage my selling time in an organized, highly efficient manner.*

2. I have an accurate, objective process for determining an account’s true potential.*

3. I balance my account opportunities according to clear priorities and am good at planning time to maximize sales.*

Contact Info

Name*

First Last

Email*

Terms and Conditions: Your privacy is of utmost importance. Your email address and contact information is never shared with any third party. By answering this Assessment’s questions you expressly agree that your responses and the results are stored confidentially by Consultant Board, Inc. By permitting you to take part in the Megavalue Selling Skills Assessment, you hereby release Consultant Board Inc. from all liability of every kind including any actions or causes of action occurring out of your taking this Assessment. Your taking the Assessment in whole or in part indicates that you have read and agree to the terms and conditions indicated above.

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