Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales.When is the last time you were evaluated for your skills - not your personality or potential? Be honest. How do you critique you? How do you identify your strengths and weaknesses in sales?This mini evaluation is designed to critique your skills regardless of what type of sales you are currently in. Although the product or service may change the selling process remains the same.

Take a look at the following questions, answer them carefully, and check back next week for the answers.

1) List the top five most important steps in the selling process.

2) Of these top five, which is the most important? Why?

3) List the top three steps in the qualifying process.

4) Of the top three which is most important. Why?

5) What's more important - qualifying or closing? Why?

6) What is your current closing average?

7) How do you determine your closing average?

8) What is a qualified lead?

9) How do you qualify your leads?

10) What is the most important step in the lead qualifying process? Why?

How do you know you're effective?

How do you know you can't be better?

How do you determine your strengths and weaknesses?

Wouldn't it be important to know?

CEO - United Sales Training (http://www.unitedsalestraining.com), 20 years as a Professional Sales Trainer, Recruiter, Sales and Marketing Manager, Consultant. Dedicated to the "keep it simple" approach. FOCUS: "Training programs designed to help women - tough enough for men."

To receive 1 free mini-consultation via email: [email protected]

In The News:

Home sales dip despite rise in project launches, stagnant prices  LivemintFive out of eight top cities witnessed a drop in home sales in the March quarter, with the sharpest drop in National Capital Region, even as project launches ...
SalesLoft nabs $70M at around $600M valuation for its sales engagement platform  TechCrunchArtificial intelligence and other tech for automating some of the more repetitive aspects of human jobs continues to be a growing category of software, and today ...
Riding on biosimilar sales, Biocon Q4 profit up 64% at Rs 214 crore  MoneycontrolBuoyed by strong performance in the biologics business, Biocon's net profit rose 64 percent year-on-year to Rs 214 crore for the fourth quarter ended March 31, ...
Nintendo forecasts modest Switch growth as sales overtake the N64  The VergeNintendo sold 2.47 million Switch consoles in the January to March quarter, or 16.95 million units for the financial year. Nintendo's original target for the financial ...
Ripple Says Sales of XRP Cryptocurrency Grew 31% in Q1  CoinDeskBlockchain payments startup Ripple has reported a 31 percent increase in sales of XRP over the first three months of the year. The San Francisco-based firm ...
Tesla Posts Big Quarterly Loss as Its Electric-Car Sales Lag  The New York TimesThe $702 million loss exceeded expectations, but the company reaffirmed its guidance on the year's deliveries. It said it was open to raising capital.
Microsoft Edges to $1 Trillion Valuation as Sales Top Estimates  BloombergMicrosoft Corp.'s cloud computing business fueled quarterly sales and profit that topped analysts' estimates, boosted by several new deals with large corporate ...
American Express can surge 22% as company sales remain strong, analyst says  CNBCInvestors should buy shares of American Express as the credit card company's sales will keep growing at a fast pace thanks to a strong consumer, an analyst at ...
Motley Crue’s Netflix Bump: Streams, Sales and Socials Surge (EXCLUSIVE)  VarietyWith "The Dirt," Motley Crue is experiencing a Netflix bump on multiple platforms, including downloads, streams, socials and book sales.
Timex names Manoj Joshi as Head Sales for India & SAARC countries  Exchange4MediaJoshi will be focusing on strategic business planning and growing distribution network.
'For the good of the city': Maryland governor calls on Baltimore mayor to resign after FBI raids  USA TODAYMaryland Gov. Larry Hogan called on Baltimore Mayor Catherine Pugh to resign after FBI and IRS agents raided two of her homes and City Hall in a scandal ...
Hamptons, N.Y., Sees Downturn in First Quarter Home Sales  Mansion GlobalFirst quarter home sales in the Hamptons hit their lowest level in seven years, as the vacation-home hotspot mirrors the downturn in its main feeder market, New ...
Solution Architect: The Unsung Hero Of Enterprise SaaS Sales  ForbesSoftware as a *service* (SaaS) is quickly making traditional, licensed software that's deployed on-premise a relic of a bygone era. One report projected that the ...
Turkey faces hike in oil prices as US thwarts Iran oil sales  Aljazeera.comBecause of oil-import dependency, Turkey's economy is vulnerable to price rises while the lira could plunge further.
UPS shares slide after earnings and sales miss  MarketWatchUnited Parcel *Service* Inc. stock fell 2.8% in Thursday premarket trading after the shipping company reported first-quarter earnings and sales that missed...
Microsoft’s Surface sales keep getting stronger with a 21% leap  TechRadarWe can safely say that Microsoft will be looking to push forward with its range of Surface hardware.
Brazil helps drive sales at French retailer Casino in first quarter  Financial TimesFrench retailer Casino said on Thursday after market close that solid performance from its second-largest market of Brazil helped the group slightly beat market ...
Sales of Facebook's Oculus VR headsets and Portal smart speaker are tanking  INSIDERFacebook probably shouldn't pivot to being a hardware business any time soon.
Chipotle Beats Estimates as Digital Sales Double  TheStreet.comChipotle's strong quarter is driven by an increase in digital sales of more than 100%....CMG.
GoDaddy removes a massive network of bogus sales sites  AxiosGoDaddy removed a cluster of more than 15,000 fraudulent websites discovered by a researcher at Palo Alto Networks' Unit 42 analysis team. Why it matters: ...
Harley-Davidson 2019 First Quarter Sales Fall  NDTVAuto.comHarley-Davidson has released its first-quarter results of 2019, and worldwide sales of motorcycles seem to have taken a hit, with the Bar & Shield brand ...
UAE's ADNOC inks pact with IOC for base oil sales in India  Economic TimesThe total Indian market for finished lubricants is two million tonnes and is growing at the rate of 2.4 per cent per annum.
Higher sales fuel UltraTech’s Q4 profit: Key takeaways  Economic TimesEbitda jumped 29.90 per cent YoY to Rs 2212 crore in Q4FY19.
PSA first-quarter revenue hit by decline in overseas sales, Iran exit  Automotive News EuropePARIS -- PSA Group reported a 1.1 percent decline in first-quarter revenue, as falling overseas sales and the automaker's withdrawal last year from Iran ...
Reliance Industries regains market share in petrol and diesel sales  LivemintMumbai: Mumbai: Eleven years after Reliance Industries Ltd (RIL) began shuttering its fuel retail outlets, it has now regained market share in petrol and diesel to ...
'Avengers: Endgame' China premiere brought in over $107 million in ticket sales, beating records  CNBCCNBC's Julia Boorstin reports on the early "Avengers: Endgame" numbers. "Avengers: Endgame" opens this weekend and is expected to earn between $260 ...
3M Plans to Cut 2,000 Jobs as Its Sales Fall  The Wall Street Journal3M said it would cut 2000 jobs and restructure its sprawling business after demand for its tapes and adhesives fell in China and other important markets.
US new home sales rise to near 1½-year high  CNBCSales of new U.S. single-family homes jumped to a near 1½-year high in March, boosted by lower mortgage rates and house prices.
Singapore’s Saleswhale raises $5.3M to bring AI to sales and marketing teams  TechCrunchSaleswhale, a Singapore-based startup that uses AI to help marketers and salespeople close deals, has announced a Series A round worth $5.3 million.
Boohoo sales soar after taking 'fashion for all' approach  The GuardianSales at Boohoo are rocketing after the online fashion group embraced plus-sized models and started selling the latest bodycon dresses, miniskirts and ...
Expect strategic sales to account for 40% of our exits: Evolvence's Ajit Kumar  VCCircleLast year, private equity firm Evolvence India Fund made a quick exit from the foreign exchange unit of Centrum Capital by selling.
Higher cost of energy efficient white goods makes a dent on sales  Economic TimesIndia's stringent energy norms have pushed up prices of higher rated white goods, making a dent on sales.
Indian IT companies raise elite US sales force  Times of IndiaBENGALURU: Indian IT firms are building up a high-performance sales force in the US, all the way up to the frontline sales reps who have the chops to hunt for ...
Domino's shares jump after earnings beat, shrugging off slowing sales  CNBCInvestors are applauding Domino's Pizza after the company reported better-than-expected quarterly earnings and same-store sales that weren't as bad as Wall ...
The 8 best deals and sales you can get this Thursday  USA TODAYSnag a great discount on the latest fashions, portable chargers, outdoor furniture, and more this Thursday.
Goldman Sachs: Apple's iPhone sales this year will disappoint, causing stock decline  CNBCGoldman Sachs underscored its lukewarm thesis on Apple and said it believes the company will ship fewer iPhones in late 2019 than the 67 million the rest of ...
ZTE Axon 10 Pro listed online, sales begin May 7 - GSMArena.com news  GSMArena.comTwo months after its official announcement ZTE's flagship Axon 10 Pro 5G has made its way to Chinese online retailer JD.com, which accepts reservations for it.
Hershey Pushes Up Prices, But Sales Volume Climbs  The Wall Street JournalHershey said retailers bought more of its chocolate and snacks in the first quarter, even though it pushed up prices on those items. Overall, sales rose about 2% ...
Apple iPhone sales in the first quarter paled against Huawei, claims industry report  gizmochinaWhen it comes to global smartphone shipments, Samsung has been dominating the market since quite some time. However, the competition is intense between ...
Retail sales get a spring in their step  CBIRetail sales grew for the first time since November 2018 in the year to April, according to the latest monthly CBI Distributive Trades Survey.
The highest-paying sales job in the US pays as much as $185,000 a year—here are the other 6  CNBCJobs site Glassdoor analyzed its extensive user database to find the seven highest-paying sales jobs and discovered that wholesale and manufacturing sales ...
AbbVie beats estimates as Humira sales fall less than feared  The Guardian(Reuters) - Drugmaker AbbVie Inc's quarterly revenue beat Wall Street estimates on Thursday, as the decline in sales of its blockbuster rheumatoid arthritis drug ...
Amazon has the 2019 AirPods on sale for the lowest price yet  TechRadarAmazon has the 2019 Apple AirPods on sale for $139.99, which is the best price we've seen for the earbuds.
iPhone XR continues to dominate US smartphone sales, says CIRP  9to5MacThe latest data from Consumer Intelligence Research Partners (CIRP) suggests that the iPhone XR continues to dominate US smartphone sales. The XR is the ...
Beer sales back on highway to growth after a sober year  Economic TimesSales grew 4.6% in 2018, but companies expect numbers to taper off this year due to an increase in taxation and liquor curbs during election.
Walgreens raises minimum tobacco sales age to 21 after FDA pressure  CNNWalgreens Boots Alliance will no longer sell tobacco products to anyone under the age of 21 starting in September, in response to an FDA crackdown.
General Dynamics Earnings Dip While Sales Climb  ExchangeMonitorGeneral Dynamics on Wednesday posted higher first quarter sales due to gains in each of its business segments but net income fell on higher interest expenses ...
Tractor Supply (TSCO) Earnings & Sales Beat Estimates in Q1  Yahoo FinanceTractor Supply Company TSCO reported impressive first-quarter 2019 financial numbers. Both earnings and sales surpassed the Zacks Consensus Estimate ...
Facebook Surges After Sales Beat Estimates  Yahoo Finance(Bloomberg) -- Facebook Inc.'s shares surged in late trading after the largest social-media company posted robust quarterly sales growth and signaled it may be ...
Microsoft's Cloud-Computing Business Fuels Sales That Topped Estimates  BloombergMicrosoft Corp.'s cloud computing business fueled quarterly sales and profit that topped analysts' estimates, boosted by several new deals with large corporate ...
Nissan India Profits Decline 50 Percent – Sales Decline 31 Percent In FY 2019  RushLaneNissan India has registered a huge drop in profits as well as sales. The company's sales are at an all time low, in spite of launching new cars.
Carmakers are betting on alliances to rev up sales and mitigate risks  LivemintIs such enthusiasm justified when India's carmakers are battling slowing sales and production cuts?.Passenger vehicle (PV) sales will grow from $40 billion per ...
Second Generation Honda Amaze Sales Cross 85,000 Units In 11 Months  NDTVAuto.comThe second generation Honda Amaze was launched in May last year and has turned out to be a popular seller for the Japanese automaker. In fact, the ...
U.S. Existing-Home Sales Declined in March  The Wall Street JournalSales of previously owned U.S. homes sputtered in March, failing to build off strong gains in February, despite lower mortgage rates and a strong job market.
Democrats propose sales tax hike to help poor communities  The CT MirrorDemocratic legislators continued to challenge Gov. Ned Lamont Wednesday on who should bear the largest burden of balancing the next state budget, the ...
Sales of the cheapest and swankiest homes are tanking, but for very different reasons  CNBCSales of existing homes were weaker than expected in March. But behind the headline numbers, an even more disconcerting dynamic is playing out. Both the ...
UM Bike Sales Dropped To Just 12 Units In March 2019 In India  GaadiWaadi.comUM India has sold just 12 units of their motorcycles in the month of March 2019. The American two-wheeler manufacturer's Indian lineup currently consists of four ...
Gold Subdued As U.S. Existing-Home Sales Fall 4.9% In March  Kitco NewsEditor's Note: Get caught up in minutes with our speedy summary of today's must-read news stories and expert opinions that moved the precious metals and ...
3M Plans To Slash Some 2000 Jobs After Sales Decline  WBURThe company 3M, which makes Scotch tape and Post-It notes, plans to cut 2,000 jobs after its sales fell. And Venmo, the digital money-transferring *service*, now ...
How the 'LinkedIn on Steroids' Sales Navigator App Could Send Your Sales Through the Roof  EntrepreneurLet us show you how this premium app could be worth its weight in superior sales leads.
March 2019 NPD: The Division 2 jumps over Sekiro: Shadows Die Twice to lead sales chart  VentureBeatThe Division 2 shows that Sekiro: Shadows Die Twice isn't too hard to beat — at least on the sales charts. But for the industry overall, March 2018 trumps March ...
Report: LI home sales edge down as prices rise  NewsdayThe median price of homes on Long Island, excluding the East End, climbed 4.9 percent in the first quarter to $429999, Douglas Elliman and Miller Samuel said ...
Boohoo bucks gloomy UK retail trend with soaring sales  Financial TimesOnline retailer Boohoo delivered soaring revenues and a bumper profit last year, as celebrity influencers and social media marketing continued to drive ...
Nintendo Labo Variety Kit Surpasses One Million Sales  Nintendo LifeJoining the seemingly endless amount of data flooding in this morning thanks to Nintendo's financial report, it has been confirmed that Nintendo Labo Toy-Con ...
Head of Arizona GOP pushes school sales tax hike  AZFamilyRepublican Party's leader Kelli Ward on Wednesday pushed for state lawmakers to back a stalled proposal raising the state sales tax to provide additional ...
IT sales star wins $660k lawsuit against Oracle in Qatar – but can't collect, because the Oracle he sued suddenly vanished  The RegisterIn January last year, after four years of litigation, a former Oracle sales rep in Qatar won a lawsuit against the database giant to collect unpaid sales commission.
Salesforce debuts AI enhancements to Sales Cloud, updates Quip with live file embedding  VentureBeatSalesforce's AI improvements aim to streamline access to information and collaboration for both salespeople and marketing teams.
Pennsylvania’s tax on online sales is making millions more than expected. Here’s why.  Philly.comThrough the end of the current fiscal year, state officials expect to earn $200 million in sales tax revenue from online marketplaces — nearly four times more than ...
Altria 1Q earnings miss as cigarette sales continue to slide  Star TribuneShares of Altria Group, the nation's largest tobacco company, fell Thursday after the company's earnings missed expectations on lower cigarette revenue and big ...
U.S. New Home Sales Rise 4.2% Has Little Impact On Gold Prices  Kitco News(Kitco News) - The gold market continue to trade near its session lows, but is seeing little reaction to stronger-than-expected housing sector data.
How to Align Sales Compensation with Strategic Goals  Inc.It's all about find the right mix of the seven types of compensation.
How To Adapt To The Changing Nature Of Sales  ForbesThanks to the proliferation of data and technologies that enable sellers to interact with buyers in new ways, the role of the salesperson has been reincarcerated.
Ford Figo Price Hike, Volkswagen Ameo Sales, Honda Amaze  NDTVAuto.comThe top automotive stories of the day - Ford has increased the price of the Figo in India. Volkswagen has sold 50000 units of the Ameo and finally Honda has ...
Medlife crosses Rs 1000 crore sales, expects 50% growth in FY20  MoneycontrolThe company's pharmacy segment showed grew three times from last year and the lab vertical contributed to about Rs 40 to 45 crore of the revenue.
Group 1 Auto posts $38M profit despite declining new car sales  ChronGroup 1 Automotive, the nation's third-largest dealership group, said its profit grew 7.9 percent in the first quarter despite selling fewer new vehicles.
P&G’s Sales Growth Shows Consumers Will Pay More  The Wall Street JournalProcter & Gamble reported its strongest quarterly sales growth in eight years as the consumer-products giant got a boost from developing markets and increased ...
Life cover sales grow flat, ticket sizes rise  Economic TimesInsurers focus on high-ticket savings business as core profitability remains under pressure due to competition.
New Maruti Ertiga & Mahindra Marazzo Drive MPV Sales In India  GaadiWaadi.comWith the launch of all-new Maruti Suzuki Ertiga and the Mahindra Marazzo, the MPV segment is growing at a fast pace.
Why Are Electric Vehicle Sales Low? Psychology Provides Clues  Scientific AmericanScientific American is the essential guide to the most awe-inspiring advances in science and technology, explaining how they change our understanding of the ...
Washington sheriff can't prohibit fireworks sales on Indian land, judge says  OregonLiveThe Yakima Nation emerged victorious Wednesday in its efforts to sell fireworks on Indian land over the staunch objections of a Washington sheriff. A federal ...
GTEC Announces Increasing Demand for its Premium Cannabis and Provides 2019 Sales Projections  GlobeNewswireKelowna, BC, April 24, 2019 (GLOBE NEWSWIRE) -- GTEC Holdings Ltd. (TSX-V:GTEC) (OTC:GGTTF) (FRA:1BUP) (“GTEC” or the “Company”) is pleased to ...
18 Best Easter Sales for 2019: Apple, Amazon, and More Tech  WIREDTo escape from under that cumulus cloud of candy-colored chocolate, browse the best Easter tech deals on the Echo Dot, iPad, Garmin Fenix, and more.
Procter & Gamble keeps squeezing agency fees—and watching sales grow  AdAge.comProcter & Gamble Co. keeps squeezing agency and production costs harder, but while that may hurt agencies, it's not hurting the giant marketer. P&G today ...
March home sales, prices decline in Connecticut, raising concerns about what’s ahead for this year  Hartford CourantHome sales across Connecticut in March provided a weak lead-in to the state's spring homebuying season with sales and prices both registering year-over-year ...
Twitter Q1 flies past estimates with sales of $787M and EPS of $0.25, but MAUs drop to 330M  TechCrunchSocial networking and media platform Twitter today reported its results for the first quarter of the year, and it's a strong one. The company said that revenues ...
Coca-Cola sales, profit beat on strong demand for water, soft drinks  MoneycontrolCoca-Cola Co beat estimates for quarterly sales and profit on April 23, as it sold more water and soft drinks, including its signature soda and Coke Zero, sending ...
Top auto executives are privately very worried about the state of auto sales  CNBCDespite the bullish speeches at the New York auto show, there's a sense of growing concern among industry leaders and analysts.
Sagging Xbox hardware sales offset by software, services growth  GamesIndustry.bizMicrosoft says gaming revenues were up 5% in its third quarter thanks to third-party games' monetization and subscription growth.
A quarter of World War Z’s sales were on Epic Store, which had a “record weekend”  PCGamesNWorld War Z developer Saber Interactive has noted surprisingly high sales on the Epic Games Store. The title, which sold 250,000 copies, was praised for ...
Snap Wins New Users in First Quarter, Sales Beat Estimates  BloombergSnap Inc. reported results that exceeded already high expectations, giving investors another reason to be optimistic for a revival of the social-media company.
Recently Hot Housing Markets Now See Biggest Sales Declines  BloombergBuyers in the tightest U.S. housing markets finally got what they've been looking for: inventory. But instead of sales surging as a result, they're sinking.
Marijuana Sales in Canada Are Flat Since It Was Legalized  Barron'sRecreational pot sales in Canada haven't exactly been red hot since the country became the first wealthy nation to legalize marijuana nationwide in October.
Alberta's per capita legal cannabis sales leaves other provinces in its smoke  Calgary HeraldAlberta is punching — or smoking — far above its weight in legal cannabis sales compared to the rest of the country, says a recent study on the business.
Renault Targets 60,000 Unit Sales Of Triber MPV Annually  GaadiWaadi.comRenault Triber based on Kwid's CMF-A platform will go on sale in July; to be powered by 1.0-litre petrol engine.
Menon Bearings Standalone March 2019 Net Sales at Rs 39.87 crore, up 3.02% Y-o-Y  MoneycontrolNet Sales at Rs 39.87 crore in March 2019 up 3.02% from Rs. 38.70 crore in March 2018. Quarterly Net Profit at Rs. 5.07 crore in March 2019 down 0.93% from ...
Bristol-Myers Squibb Beats Earnings Expectations as Eliquis Sales Jump  Barron'sBristol-Myers Squibb beat first-quarter expectations by a penny, posting earnings per share of $1.10. And the company is more optimistic about this year's results ...
Ricketts vetoes Beatrice 6 sales tax bill; Dorn will attempt override  Lincoln Journal StarIssuing his first veto of the session on Wednesday, Gov. Pete Ricketts said he would not sign a bill allowing Gage County to create a sales tax to help pay.
London property sales have plunged by 20% since 2015, research shows  Evening StandardSales of homes in London have plunged by 20 per cent since 2015, research has found. Property sales across cities in southern England have dropped by an ...
U.S. to Clamp Down on Iranian Oil Sales, Risking Rise in Gasoline Prices  The New York TimesNEW ORLEANS — The Trump administration is poised to end a program that has allowed five large nations, including China and India, to buy Iranian oil despite ...
Pulling Flavored E-Cigs Hurt Sales in a 'Very Meaningful' Way, Juul Founders Say  TIMEJuul founders Adam Bowen and James Monsees talked about their wildly popular e-cigarettes at the TIME 100 Gala on Tuesday.

Stuff We Make Up About Our Prospects

? Go through the "no's" to get to "yes." ?... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and used... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Value-added Selling?

"Value-added." That word is used so much it has become... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Are You Selling What They Want To Buy? Is It An Appropriate Solution?

Let me tell you about my friend Peter who has... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to... Read More

Revenue Growth Through Alliances

Any company in today's global economy must eventually face the... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital.... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

Why Are We All So Afraid?

What can strike terror into the heart of even the... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Going Back To Get Ahead

Have you ever run DOWN an escalator that was going... Read More