This Test Will Hurt…and Help!

The test will hurt if you take it honestly.

The test will help if you use it as the evaluation tool it is intended to be.

I have designed this test to point out an individuals areas of sales weakness. It doesn’t provide answers, only guidance. If you want answers, buy The Sales Bible. What were you expecting – a free test or a free lunch?

I appreciate your readership, interest and response.

Very truly yours,
Jeffrey H. Gitomer

Am I the Greatest?
An eight part self test of sales greatness.

(1=poor, 2=average, 3=good, 4=very good, 5=the greatest)
(1=never, 2=rarely, 3=sometimes, 4=frequently, 5=always)

1. Whose needs did I try to meet – mine or theirs?

• Do I have the right questions ready for the prospect? 1 2 3 4 5
• Do I identify the real needs of the prospect? 1 2 3 4 5
• Do I understand how my prospect’s business uses my product? 1 2 3 4 5
• Do I understand how my prospect serves his customer? 1 2 3 4 5
• Do I put the prospect’s needs ahead of mine? 1 2 3 4 5

2. Am I trying to make a sale or a build a relationship?

• Am I as interested in building a relationship as I am in making a sale? 1 2 3 4 5
• Am I sincere in my attempts to find out what they wanted? 1 2 3 4 5

3. Would this person refer me to someone else?

• Do I get all the referrals I want? 1 2 3 4 5
• Do I get all the referrals I ask for? 1 2 3 4 5
• Do I get unsolicited referrals on a regular basis? 1 2 3 4 5
• Am I friendly and sincere enough to be referred? 1 2 3 4 5
• Am I knowledgeable enough to be referred? 1 2 3 4 5
• Am I professional enough to be referred? 1 2 3 4 5
• Do I give enough service to be referred? 1 2 3 4 5

4. Am I prepared do the best I possibly can?

• Do I go to a sales call with knowledge of the prospect’s industry? 1 2 3 4 5
• Do I go to a sales call with knowledge of the prospect’s business? 1 2 3 4 5
• Do I go to a sales call with knowledge of the prospect? 1 2 3 4 5
• Do I go to a sales call with an idea I think my prospect can use? 1 2 3 4 5
• Do I always give the best effort I have? 1 2 3 4 5
• Do I use every resource at my disposal to help others? 1 2 3 4 5
• How totally prepared am I to make the sale? 1 2 3 4 5

5. Did I treat this person the way I want to be treated?

• Do I provide the same service I expect to get? 1 2 3 4 5
• How would my prospect judge the way they got treated? 1 2 3 4 5

6. How are my basic skills?

• How are my telephone skills? 1 2 3 4 5
• How are my questioning skills? 1 2 3 4 5
• How are my presentation skills? 1 2 3 4 5
• How good am I at recognizing buying signals? 1 2 3 4 5
• How good are my follow-up efforts? 1 2 3 4 5
• How do I overcome objections? 1 2 3 4 5
• How are my networking skills? 1 2 3 4 5
• How is my 30-second personal commercial? 1 2 3 4 5
• I spend more than 10 hours a month networking. 1 2 3 4 5
• I have objections written out and pre-rehearsed. 1 2 3 4 5
• I incorporate objections into my presentation to prevent them. 1 2 3 4 5
• How are my closing skills? 1 2 3 4 5
• Am I relaxed, conversational and having fun in my presentations? 1 2 3 4 5

7. How well do I train myself?

• I read books on selling skills. 1 2 3 4 5
• I listen to audio cassette programs on selling skills in my car. 1 2 3 4 5
• I attend seminars on selling skills, often. 1 2 3 4 5
• I try to learn something new about sales every day. 1 2 3 4 5

8. How will I be talked about after I leave?

• How memorable am I? 1 2 3 4 5
• Do I try to get business for others? 1 2 3 4 5
• Will people say positive things about me after I leave? 1 2 3 4 5

To score – total each column_______

Then total your totals to get your greatness quotient _________

To get greater than you are, go back and check the circles to the left of each question that you rated yourself “4” or less. Make them goals and…voila!

The object is to get to…WOW!

How did you score?

195-215… You’re the greatest. Mohammed Ali would have to move over and acknowledge your greatness. Your customers love you.

175-194… You’re real good. On the threshold of greatness. The difference between where you are now and greatness is daily re-dedication and focus.

140-174… You’re in the big club of people who think they’re great, but don’t quite hit the mark. Take heart that the only way to achieve greatness is to first believe you are great. Now all you have to do is live your greatness every day.

100-139… Greatness is within your grasp, but you need to identify the areas you fall short, and work on them every day. Not every other day – every day.

42-99… You’re not so great at sales. Look for a nice job in a warehouse.

Realize and understand that some people just aren’t doing the best they can.

If you’re one of them, maybe you should make a plan as to how you intend to improve…and how you intend to do so in a fun and positive atmosphere.

It’s more important to be happy than anything.
Happiness in what you do leads to greatness.

Some hints on greatness…

• Ask yourself some tough questions, and write down the answers.
• How many times a year do I need to be in front of my customer? Am I?
• What can I do to be more prepared to sell?
• What can I do to be a more creative salesperson?
• What makes me memorable?
• What can I do to make me more memorable next time?
• How will they talk about me after I leave?