Rate Your Salespeople's Selling Skills

SELLING POW ER EDITORS

This "Sales Performance Evaluation" is designed to rate your salespeople's

effectiveness. Use this form when you make joint calls with your salespeople. Note that
a rating of five means very effective throughout, while a rating of one indicates a poor
performance.

Precall preparation

1 Knowledge of customer's
a personality and style
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b authority to buy

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c ability to buy
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d need to buy

2 Preparation of literature and visual aids

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3 Use of surveys
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4 Personal appearance
Opening the interview
1 Arrived on time
2 Established rapport with office
receptionist/
secretary
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3 Stated purpose of call
4 Established friendly, professional
atmosphere
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5 Demonstrated confidence, self-
assurance
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6 Maintained eye contact
Presentation skills
1 Listening skills
a Allowed buyer to speak
b Allowed objections
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c Nodded head and smiled

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d Demonstrated empathy

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2 Questioning
a Probed for needs

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b Used questions as suggestions

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c Used questions to keep conversation
flowing
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d Used questions to handle objections
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3 Product features & benefits
a Brought out features

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b Used handouts

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c Made favorable feature comparisons
with
competitors
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d Drew benefits from features

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e Targeted benefits to buyer's motives

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f Used creative illustrations

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g Used services as feature and benefit

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Handling objections
1 Listened to objections
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2 Used features and benefits

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3 Drew out fears behind objections

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4 Used customer's needs and related
benefits
in countering
objections

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Verbal expression
1 Expressed self clearly
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2 Used understandable language

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3 Spoke forcefully

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4 Used repetition for emphasis of
important
points
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Nonverbal expression

1. Appropriate dress......................................5 4 3 2 1

2. Appropriate facial expressions...............5 4 3 2 1

3. Appropriate body posture.........................5 4 3 2 1

4. Used gestures for emphasis..................5 4 3 2 1

Closing

1. Adapted to customer's mood....................5 4 3 2 1

2. Read signals to close................................5 4 3 2 1

a. Buyer's posture................................5 4 3 2 1
b. Buyer's statements.........................5 4 3 2 1
c. Buyer's objections...........................5 4 3 2 1
d. Buyer's gestures.............................5 4 3 2 1

3. Negotiated closing............................5 4 3 2 1
4. Planned follow-up.............................5 4 3 2 1

Post call

1. Kept personal records.......................5 4 3 2 1

2. Had follow-up plans...........................5 4 3 2 1

3. Made self-rating of call......................5 4 3 2 1

Total Score: _________