Consultative Sales Diagnostic Result
Your result is shown below as ratings for each question… followed by the scores per category and a short summary of what they may mean for you…
Your Consultative Sales Diagnostic Question Ratings
| 0-4 = Red | 4-8 = Amber | 8-10 = Green |
| Question | Category | Rating |
|---|---|---|
| 1. To what extent do you understand the difference between transactional advice and consultative advice? | UNDERSTANDING SALES | 4 |
| 2. How aware are you of what drives Client loyalty? | CUSTOMER LOYALTY | 3 |
| 3. To what extent to you feel you have clarity around what constitutes an excellent Client experience in your industry? | CX – CLARITY | 3 |
| 4. How able do you feel to deliver a first-class Client experience? | CX – DELIVERY | 4 |
| 5. To what extent do you practise your sales techniques? | PRACTISE | 4 |
| 6. Do you protect time before and after meetings/calls? | BOOK-ENDING | 4 |
| 7. In your opinion, how important is preparation to success in giving advice? | PREPARATION | 1 |
| 8. How aware are you of best practice approaches for preparing for a meeting? | PREPARATION – APPROACH | 1 |
| 9. Think about a recent meeting with a potential new Client. To what extent do you feel you were thoroughly prepared for the meeting? | PREPARATION – MEETING | 1 |
| 10. To what extent do you have a proactive, positive attitude? | ATTITUDE | 1 |
| 11. How well do you believe you are able to stand out from you competitors? | DIFFERENTIATION | 1 |
| 12. Think about a recent meeting you’ve had with a potential Client. To what extent do you feel you were able to establish trust in your first meeting? | TRUST | 1 |
| 13. Think about a recent meeting you’ve had with a potential Client. To what extent do you feel the Client bought into your approach? | BUY-IN TO APPROACH | 1 |
| 14. How able do you feel to articulate your purpose and the value you add to your Clients? | VALUE PROPOSITION | 1 |
| 15. Think about a recent meeting you’ve had a potential Client. To what extent do you feel the meeting was well structured? | MEETING STRUCTURE | 1 |
| 16. Think about a recent meeting you’ve had with a potential Client. To what extent do you feel you achieved your objectives? | MEETING OBJECTIVES | 1 |
| 17. How confident do you feel when first meeting a new or potential Client? | CONFIDENCE | 1 |
| 18. How able do you feel to build rapport with Clients? | RAPPORT | 1 |
| 19. Think about a recent first meeting or call with a potential Client. To what extent were you able to question the Client about their wider situation, goals and objectives? | CLIENT GROWTH OPPORTUNITIES | 1 |
| 20. Think about a recent first meeting or call with a potential Client. To what extent were you able to identify any additional needs or requirements where you could help? | CLIENT ADDITIONAL HELP | 1 |
| 21. Think about a recent first meeting or call with a potential Client. To what extent do you feel you understood which of their requirements were their top priority and/or the deciding factor? | CLIENT PRIORITIES | 1 |
| 22. Think about a recent first meeting or call with a potential Client. To what extent did you gain an understanding of the problem the Client was trying to solve or the objective they were trying to achieve? | CLIENT OBJECTIVES | 1 |
| 23. To what extent do you have an effective structure or model that helps you link you identify the Client’s specific needs or objectives? | IDENTIFY NEEDS MODEL | 1 |
| 24. To what extent do you have an effective structure or model for presenting your product or solution to a potential Client? | PRESENTATION MODEL – SOLUTION | 1 |
| 25. Think about a recent meeting or call where you presented your product, service or recommendation to a new Client. To what extent do you feel your Client had a clear understanding of the benefits of your solution? | PRESENTATION – BENEFITS | 1 |
| 26. To what extent do you have an effective structure or model that helps you link your product or service to the Client’s specific needs or objectives? | PRESENTATION MODEL – LINK TO OBJECTIVES | 1 |
| 27. To what extent do you have an effective structure or model that helps you link the Client’s specific ideals & implications to the potential benefits? | PRESENTATION MODEL – LINK TO BENEFITS | 1 |
| 28. How confident do you feel about closing a sale? | CLOSING THE SALE | 1 |
| 29. How confident do you feel about answering specific questions or handling objections? | OBJECTION HANDLING | 1 |
| 30. How confident do you feel about asking a Client if they can introduce you to other potential Clients (i.e. a friend, colleague or business contact)? | REFERRALS | 1 |
Your Consultative Sales Diagnostic Question Section Average Ratings
| 0-4 = Red | 4-8 = Amber | 8-10 = Green |
| Section | Average Rating |
|---|---|
| Consultative Sales Excellence & Book-Ending | 4 |
| Optimum Desired Outcome (ODOTM) | 1 |
| Value Proposition (WHY-HOW-WHAT) | 1 |
| Agenda – Defined Meeting Structure | 1 |
| Consciously Planned Rapport | 1 |
| Life Plan | 1 |
| Ideal – Differences – Implications (IDITM) – Reveal Needs | 1 |
| Included – Description – Benefits (IDB(IDITM) – Provide Solutions | 1 |
| IDITM-IDBTM – Link Ideals & Implications to Benefits | 1 |
| LAPAC (Handling Client Resistance & Objections) & Referrals | 1 |
Your Implications & Solutions
Consultative Sales Excellence & Book-Ending – 3.6666666666666665
3.6666666666666665
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