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Free Sales Competency Test

In this Sales Competency Test, you will be answering a series of questions designed to help you understand if you could improve your sales skills and help build your business and profits further.

Each question asks you to say how often you perform a particular sales activity or behaviour.

Please answer as honestly as possible. The results will be of no use to you if you try to second guess the right answers or over-estimate your abilities. The test is here to help you improve those ares that need work, in order to make more sales and profit for your business.

You will receive your score by email on completion of the test and you will be able to see a breakdown of your assessment results.

Click the button below to start.

Start

Questioning Skills

This section looks at your competency levels in asking effective questions when discussing your products or service with your customers.

Question 2 of 46

I use effective open questions to create and maintain quality conversations.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 3 of 46

I use open questions to gain a comprehensive picture of customer needs, wants and desires.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 4 of 46

I avoid using closed questions.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 5 of 46

I exhibit a knowledge of leading questions and use them to create conversations with a desired result.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 6 of 46

I ask questions to expand conversations beyond the initial list of prepared questions.

A

Almost Never

B

Not very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 7 of 46

I ask questions to understand the impact and effect that the customer desires from purchasing the product or service.

A

Almost Never

B

Not very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 8 of 46

I ask questions about timescale and decision making processes.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Solution Presentation

In this section we examine your skills in presenting your product or service to your customers.

Question 10 of 46

I help customers to fully understand the detail of the product or service.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 11 of 46

I clearly demonstrate the link between the features and benefits of the product or service.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 12 of 46

I explain how the features of the product or service creates the impact or effect that the customer requires.

A

Almost Never

B

Not Very Often

C

Some of the Time

D

Most of the Time

E

Almost Always

Question 13 of 46

I create desire by building multiple positive impacts and effects of the product or service.

A

Almost Never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 14 of 46

I gain regular feedback from the customer, establishing agreement with each benefit explained.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 15 of 46

I focus on the balance between benefit and cost, helping the customer to understand the value of the solution.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 16 of 46

I use a consistent process to build the value of the product or service when compared to the cost.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Negotiation Skills

Here we will look at your behaviours and actions when it comes to negotiating your price and service.

Question 18 of 46

I look for commitment from the customer before entering into a negotiation.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 19 of 46

I act in a collaborative manner to achieve Win/Win outcomes in negotiation.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 20 of 46

I aim high in the first price presented.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 21 of 46

I look for variables in the solution, to avoid price reductions.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 22 of 46

I only reduce price as a last resort.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 23 of 46

When reducing price, I give small and gradual reductions.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 24 of 46

I gain sales over cheaper competitIon.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 25 of 46

I maintain full margin on sales.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 26 of 46

I refuse to give other concessions to close deals.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Closing the Sale

In this section we look at the skills that you demonstrate when finalising a sale.

Question 28 of 46

I am confident in asking for the sale.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 29 of 46

I close sales easily.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 30 of 46

I use a variety of closing techniques.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Upselling and Cross-Selling

Here we are looking at how well you sell additional or alternative products of solutions to enhance your sales, margins and relationships.

Question 32 of 46

I regularly recognise opportunities to up sell or cross sell.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 33 of 46

I advise the customer where an alternative or enhanced product would be more beneficial.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 34 of 46

I advise the customer when additional products could be beneficial.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 35 of 46

I sell additional or alternative products with enthusiasm, passion and commitment.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 36 of 46

I use alternative and additional products to add to the customers' perception of value.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Objection Handling

In this section, we will be looking at how well you handle customer objections.

Question 38 of 46

I recognise objections as they are raised.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 39 of 46

I welcome objections as positive indicators of a sale opportunity.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 40 of 46

I discuss objections with the customer in a positive and open manner.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 41 of 46

I seek to understand the true nature of the objection before offering a solution.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 42 of 46

I seek effective and collaborative solutions to objections, helping the customer to move forward.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Relationship Building

This final section relates to how you build relationships with your clients in order to maximise your sales opportunities.

Question 44 of 46

I create trust in the customer relationship, leading to more open and profitable conversations.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 45 of 46

I proactively develop rapport and professional relationships with clients to understand their needs.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

Question 46 of 46

I use high quality relationships to create partnerships with customers, leading to increased loyalty.

A

Almost never

B

Not very often

C

Some of the time

D

Most of the time

E

Almost always

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