Hire Salespeople Who Value Asking Questions in the Sales Process
The degree of importance the person puts on questioning in the sales process.
What the Trait is NOT
A measure of the quality of questions a person can come up with or how often a person will ask questions in a conversation.
Closely Related Traits
- Solution Selling
- Coaching Strength
Closely Related Tests
- Predictor Profile
- Sales, People, and Logic
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Extreme Low Range
Less than 25. Because there is only one right answer out of 5 for each question, 20 could be achieved by just guessing answers. This person puts a very low importance on questioning.
26 to 37. This person puts a poor importance on questioning.
38 to 49. This person puts a borderline importance on questioning.
50 to 59. This person puts an OK importance on questioning.
60 to 74. This person puts a high importance on questioning.
Extreme High Range
75 to 100. This person puts a very high importance on questioning.
How do you know what your prospect's buying motives are?
What do you do when the prospect says they want to think about it?
How do you overcome a price objection?
What do you do when a prospect says they are not interested, late in the sales process?