Assessments
Pinpoint Gaps In Your Approach To Learning, Preparing For, and Facilitating The Exchange of Information In Complex Conversations.
What Conversation Management Framework Are You Using To Guide Complex Conversations?
Why Assess Your Sales Conversation Approach?
If your salespeople are doing one or more of the following things during sales conversations then it’s time to assess your approach.
- Jumping from topic-to-topic and point-to-point.
- Over-explaining (talking too much) or under explain things.
- Forgetting what to say and not to say.
- Prematurely ending sales conversations to find answers.
- Over or understating company capabilities.
- Using jargon, buzzwords, and language that confuses buyers.
- Becoming confused when buyers change the subject.
- Paying limited attention to what buyers are saying.
- Frequently losing their place in conversations with buyers.
- Using sales presentations that confuse buyers.
What Does The Assessment Look For?
The assessment is built around two key assumptions:
- The goal of a sales conversation is to reach shared understandings and agreements that preferably result in
the buyer purchasing. - To reach shared understandings and agreements the buyer and seller exchange information (see graphic).
So, the assessment evaluates the ten key tasks performed by salespeople during the exchange of information with buyers.
What Does The Assessment Evaluate?
The assessment evaluates the level of precision with which salespeople execute ten key tasks during the exchange of information with buyers during sales conversations:
- Get and keep the buyer on the same page throughout all stages of the sales conversation
- Validate assumptions about what buyers a) know and don’t know about the seller’s company, offerings, and differentiation, b) value when determining if a vendor/partner is worthy of doing business with, and c) want to discuss now versus later.
- Sequence and accurately present the right questions and answer options at the right time to: a) understand the buyer’s situation, b) define and prioritize buyer problems, wants, and needs, c) clarify the impact the problems are having, and d) establish an economic reason for solving the problem.
- Answer questions about products, services, applications, and competitors that buyers know to ask and don’t know to ask.
- Access and share information including a) presentations, b) demonstrations and comparisons, c) pricing and discounts, d) case studies and testimonials, and e) product and service information sheets.
- Present recommendations and proposals including a) preparing solution options, b) pricing and discounts, and c) terms and conditions.
- Test buyers at each stage of the exchange of information for understanding and agreement.
- Switch roles between a) talking, viewing, and listening, b) interpreting and preparing responses, c) searching for information and documents,
- Mitigate differences with buyers including a) frames of reference and assumptions, b) language and terminology, c) knowledge and experience, d) the timing of decisions, e) personal agendas and priorities, and f) personality styles.
- Remember to apply a) selling skills and methods, b) company policies and procedures, c) best practices, and d) legal compliance measures.
Sales Conversation Assessment
We Provide You With:
- Briefings on the Chief Sales Leaders Sales Conversation Framework™
- An Online Self-Assessment that is quick to complete
- Focus Group Assessments to dig deeper into and clarify problem areas
- One-on-One Interviews to uncover hidden truths and agendas
- Document Assessment to determine if they exist, are complete and are used
- Report on priorities and recommendations
Assessment Pricing
Company or Team Assessment
For revenue growth strategy including:
- New customer acquisition, cross-selling, and win-backs.
- Expanding industries, geographies, partners and M&A.
- Innovating and launching products, services and companies.
Evaluate the degree to which your strategic management processes are:
- Mapped and documented
- Cascaded within your organization
- Understood by executives, managers, and employees
- Implemented effectively, efficiently, and predictably
Personal or Manager Assessment
For individual or groups of executives and managers that are:
- Underperforming.
- Job candidates.
- High potential future leaders.
- Integrating post-merger
- Trouble-shooting
Evaluate executives and managers:
- Knowledge of how to formulate, execute, and evaluate strategy.
- Buy-in to your strategic management process.
- Accountability for strategic management processes.
- Experience implementing strategic management processes.
Complete Assessment
Strategy, Execute and Evaluate
$4,999/per team
- Briefing (1-hour for up to 15-people via Zoom or Teams)
- Online Self-Assessment (up to 15 people)
- One-on-One Interviews (1-hour for up to 15 people via Zoom or Teams)
- Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Summary Review Meeting (1-2 hours for up to 15 people via Zoom or Teams)
Strategy Assessment
Strategic Intent, Plans, Forecasts, and Organization Structure
$2,499/per team
- Briefing (1-hour for up to 15-people via Zoom or Teams)
- Online Self-Assessment (up to 15 people)
- One-on-One Interviews (1-hour for up to 15 people via Zoom or Teams)
- Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Summary Review Meeting (1-2 hours for up to 15 people via Zoom or Teams)
Execution Assessment
Procedures, Technology, People, and Informaiton
$2,499/per team
- Briefing (1-hour for up to 15-people via Zoom or Teams)
- Online Self-Assessment (up to 15 people)
- One-on-One Interviews (1-hour for up to 15 people via Zoom or Teams)
- Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Summary Review Meeting (1-2 hours for up to 15 people via Zoom or Teams)
Evaluation Assessment
Measures, Analysis, Reports, and Process Improvement
$2,499/per team
- Briefing (1-hour for up to 15-people via Zoom or Teams)
- Online Self-Assessment (up to 15 people)
- One-on-One Interviews (1-hour for up to 15 people via Zoom or Teams)
- Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Summary Review Meeting (1-2 hours for up to 15 people via Zoom or Teams)
Team Assessment
(up to 15-people)
$6,499/per team
- Online Self-Assessment
- One-on-One Interviews (1-hour via Zoom or Teams)
- Team Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Individual Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Team Summary Review Meeting (up to 2-hours via Zoom or Teams)
- Individual Summary Review Meeting (up to 30-minutes per person via Zoom or Teams)
Individual Assessment
$699/per person
- Online Self-Assessment
- One-on-One Interviews (1-hour via Zoom or Teams)
- Summary Report with Recommendations (Microsoft Word or PowerPoint)
- Summary Review Meeting (up to 2-hours via Zoom or Teams)