Sales Diagnostic Questionnaire (SDQ)

Sales Diagnostic Questionnaire (SDQ)

For Sales Managers who want to create a sales force second to none, and for the Trainer conducting a sales needs analysis and designing training programs, the Sales Diagnostic Questionnaire (SDQ) is the place to start. Knowing where to focus knowledge and skill development is over half the battle.

The SDQ investigates 204 observable competencies in 31 categories of the sales process. This is the only comprehensive sales competency model on the market today. Take the assessment free on-line by selecting this link. Free for individuals, nominal fee for groups. Call 800-551-7355 to discuss details.

Multipurpose Sales Diagnostic Questionnaire

Analyzes comprehensive sales competencies
Identifies critical sales competencies in order to develop a sales training curriculum
Defines the baseline competencies used by top, mid and low performers
Determines the extent to which individual salespeople can perform the skills in order to narrow the scope of training to the specific competencies needed
Provides "performance' and "learning" objective definitions for the development of training modules, coaching assignments, job aids and writing a measurable job requirements description
Determines the results of training, based on objectives
Helps construct a personal selling skills development program

Sales Knowledge, Skills and Competencies Assessed

I. Knowledge Base

Understand functional product/service and company knowledge
Gain competitor comparison knowledge
Know the steps in the general strategic sales plan

II. Personal Preparation for Competitive Selling

Set goals
Warm up and mentally condition

III. Prospecting (Internal/External)

Profile profitable customers
Select appropriate contact methods
Develop prospecting plans
Manage time
Manage territory
Manage contacts and opportunities

IV. Central Sales Process

Conduct pre-call planning activities
Plan objection prevention strategies
Initiate the "live" prospect contact
Establish trust and rapport
Use interviewing and active listening skills
Refine interpersonal selling strategies
Research prospect's critical business processes, plans, selling environment and identify your competitors to determine the sales strategy and objection prevention plan
Activate sales strategy to discover symptoms that will define problems
Quantify the cost impact of the problems to establish the value of the solutions
Establish decision making criteria to select solutions
Determine prospect's anticipated benefits
Block the competition between calls
Present solutions that meet customer requirements
Respond to objections not prevented
Conduct negotiations
Close the sale

V. Assuring Customer Satisfaction

Reassure the customer
Check for customer satisfaction
Obtain referral and references
Obtain repeat business

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