Independently Owned & Operated
James Joseph Enterprises LLC
PO Box 243
Mason, OH  45040
Copyright © 2006 James Joseph Enterprises LLC. All Rights Reserved.  Copyright/IP Policy
Why are some salespeople more successful than others?
Why do some salespeople sell and earn twice as much, five times, ten times as much as others?
The difference is always knowledge and skill! The top salespeople are better at selling than the average producers.
Fortunately, all sales skills are learnable. You can learn any skill you need to achieve any sales goal you can set for yourself.

In fact, you are probably only one skill away from DOUBLING your income!

Give yourself a grade of 1-10 (with 1 being the worst and 10 being the best) on the 10 key result areas of selling described below. This will
help you to understand your strengths and weaknesses, and what you can do to rapidly increase your sales and your income. Tally your
results and compare them to the grading key at the end of the assessment below.

Successful selling is only possible when you become competent in the following areas. How are you doing?
Your Name:
Title:
Company Name:
Email:
Phone:
1.  Prospecting:  most of your time(80%) is taken up with a steady stream of pre-qualified prospects.  
You have a proven system of developing new prospects
Grade:
2.  Rapport Building and Trust:  you are positive and friendly.  You genuinely like people and they like you in
return.  Your prospects and customers enjoy seeing or talking to you and trust and believe you. You understand
different approaches to different buyer personality types.
Grade:
3.  Identifying True Needs:  you have an organized series of questions to accurately determine the true needs of
your prospect at an emotional level, in regards to your products or services.  
You conduct an effective needs analysis with each prospect.  After your needs analysis, both you and your
prospect are clear about the GAP between their needs and current situation, the budget and timing for a
decision, and the major objections to be discussed.
Grade:
4.  Presenting Your Product/Service:  you have a clear, proven process of presentation that demonstrates how
your product/service benefits match the needs of the prospect.
You begin with an established need and move step-by-step from the general to the specifics of what you
provide.  At the end of the presentation, your prospect is perfectly clear about what you sell, how much it costs,
how it will benefit him/her and how to proceed.
Grade:
5.  Answering Objections: you have thought about and identified each reason your prospect might give for not
buying your product/service at the end of your presentation.  
You have developed a clear, compelling way to answer each objection received.  Once answered, the prospect is
satisfied and it never comes up again!
Grade:
6.  Closing the Sale:  you are skilled and comfortable when it is the right time to ask the customer to buy.  Your
prospect closes the sale for you in many cases and your close rate % is higher than your peers.  You recognize
buying signals and close the sale in a natural way that prevents buyer remorse.
Grade:
7.  Getting Resales & Referrals: you have a successful way and plan to get resales and referrals from every
customer and some prospects.  You have a "contact relationship management system" to keep in regular
contact with your customers and prospects.
Grade:
8.  Personal Organization Skills:  you are well organized, efficient, effective and disciplined every selling day.  
You practice the "Golden Hour Rule" continually. You plan your days, weeks, months in advance and set
priorities on the use of your time.  You apply the 80/20 rule to everything you do and concentrate on the highest
value activities at all times.
Grade:
9.  Time & Territory Management:  you have a written plan to identify your best markets and prospects and you
work your plan daily.  You are clear about your target market, ideal customer, who they are, where they are, why
they buy, who they buy from, and what benefits they desire.  You plan your work and work your plan to assure
that you are spending the maximum amount of time possible with qualified prospects.
Grade:
10.  Personal & Professional Development:  you are continually working on your skills and your personality so
you are most effective.  You know your weakest skill and continually work to improve it.  You read, listen to audio,
and attend seminars and courses.  You make lifelong learning and growth a regular part of your personal and
business life.
Grade:
Summary:  You should have been able to give yourself a score of "7" or above in each area
above.  

In addition, you should have an overall score of "70" or above to succeed at a high level in
today's selling environment.

How did you match up?

91 - 100 = Sales Superstar
81 - 90   = Excellent Seller
71 - 80   = Above Average
61 - 70   = Average Sales & Income
Below 60 = Below Average
Additional Comments:
Sales Effectiveness Assessment
Proud to be a Better Business Bureau Accredited Business, Cincinnati, Ohio
The James Joseph Group, Cincinnati/Dayton OH
Tom Breitenbach of FocalPoint, Powered by Brian Tracy, Business Coaching Cincinnati - Dayton - Ohio, has been helping sales