Your Sales Profile

The following 30 statements make up a questionnaire that will help you discover your sales profile. Read each statement and decide how often it applies to your behavior. Your answer should describe what you actually do on the job — not what you think you should do. When you submit your answers you’ll receive feedback that will help you identify what you're currently doing well in terms of selling and what you can do to improve.

1	Q:	I have the ability to help customers get the most value out of our company's products and services.	A:
2	Q:	My customers often buy our products and services for the wrong reasons.	A:
3	Q:	Our company is a leader in our industry.	A:
4	Q:	If you tell the whole truth, you'll never sell anything to anybody.	A:
5	Q:	The salespeople in our company who sell the most products and services don't really care about their customers.	A:
6	Q:	I always ask questions to find out which products and services will be most useful to my customers.	A:
7	Q:	The revenue I generate makes an important difference to my company.	A:
8	Q:	When it comes to our products and services, most customers only care about price.	A:
9	Q:	Our company provides customers with a great combination of quality and value.	A:
10	Q:	I describe all of our products and services to every customer, regardless of what they need.	A:
11	Q:	If a customer really needs one of our products or services, he or she will ask for it.	A:
12	Q:	I always recommend what I think is best for each of my customers, even if I'm not sure how they'll react to it.	A:
13	Q:	My experience and expertise can really help customers who are confused about all the options that are available to them.	A:
14	Q:	Most customers don't get any real benefits from our products and services.	A:
15	Q:	I understand the products and services that our company provides.	A:
16	Q:	If I don't use a particular product or service, then I can't recommend it to my customers.	A:
17	Q:	The best way to help my customers is to answer their questions or take their orders as quickly as possible.	A:
18	Q:	Whenever I recommend one of our products or services, I always explain how the customer will be able to benefit from it.	A:
19	Q:	Most customers know what they want. To provide good service, I should just take their orders and answer their questions.	A:
20	Q:	If a customer really needs a particular product or service, then he or she will ask for it.	A:
21	Q:	I know how our products and services compare with our competitors.	A:
22	Q:	A good salesperson has to stretch the truth a little.	A:
23	Q:	I encourage my customers to take advantage of every product or service that will help them.	A:
24	Q:	I encourage my customers to share any questions or concerns they have about a product or service I've recommended.	A:
25	Q:	I've seen other people in our company sell our products successfully, but I could never do what they do.	A:
26	Q:	By the time customers talk to me they've made up their minds about what they want and what they're willing to pay.	A:
27	Q:	I can explain the features, benefits, and competitive advantages of our company's products and services in clear and simple terms.	A:
28	Q:	It's not right to interview customers. After all, I'm really just trying to sell them more than they want.	A:
29	Q:	You can focus on customers' needs and still sell successfully.	A:
30	Q:	When a customer raises an objection or concern about a product or service I've recommended, I try to answer it and gain the customer's understanding and agreement.	A: