Value Based Selling and Recruiting

Are you up to speed with value-based selling and recruiting? Are you an enroller or a recruiter? Do you influence people with integrity based on what is important to them, or based on what is important to you? Long-term success in sales today requires that we build long-term relationships with our prospects and clients. This can only be done when we put their interests first. Are you old school: selling me anything that pays? Are you new school: building a client or customer for life? Take this test and see.

Rate yourself on a scale of 1-10 with 10 being the most true and 1 being the least true. The word "product" is meant here to infer product, service or opportunity...whatever it is you have to sell.




1. You have friends that are NOT customers or clients.
least true most true
1 2 3 4 5 6 7 8 9 10

 
2. Most of your clients ARE friends in the loose sense of the word.
least true most true
1 2 3 4 5 6 7 8 9 10

 
3. You occasionally advise prospects that your product is not the best for them and mean it (it is not a cute take-away ploy).
least true most true
1 2 3 4 5 6 7 8 9 10

 
4. You know a lot more about your clients than just what products they buy from you.
least true most true
1 2 3 4 5 6 7 8 9 10

 
5. You correspond with your prospects and clients about subjects other than the products they buy from you.
least true most true
1 2 3 4 5 6 7 8 9 10

 
6. You ask a lot of questions of your prospects.
least true most true
1 2 3 4 5 6 7 8 9 10

 
7. You learn what is important to your prospects (their values) prior to selling them.
least true most true
1 2 3 4 5 6 7 8 9 10

 
8. You learn what might be missing for your prospects before selling them.
least true most true
1 2 3 4 5 6 7 8 9 10

 
9. You listen.
least true most true
1 2 3 4 5 6 7 8 9 10

 
10. You listen without prejudging.
least true most true
1 2 3 4 5 6 7 8 9 10

 
11. You listen without jumping to conclusions.
least true most true
1 2 3 4 5 6 7 8 9 10

 
12. You listen without interrupting.
least true most true
1 2 3 4 5 6 7 8 9 10

 
13. You listen for what they really want.
least true most true
1 2 3 4 5 6 7 8 9 10

 
14. You listen for what they don't really want.
least true most true
1 2 3 4 5 6 7 8 9 10

 
15. You listen for what they are afraid of.
least true most true
1 2 3 4 5 6 7 8 9 10

 
16. You listen for what they may not be telling you.
least true most true
1 2 3 4 5 6 7 8 9 10

 
17. You speak on their level, at their speed, in their tone, at their volume, using a similar vocabulary.
least true most true
1 2 3 4 5 6 7 8 9 10

 
18. You focus on them. Nothing about you is important here.
least true most true
1 2 3 4 5 6 7 8 9 10

 
19. You offer what you have based on what they really want or need, not based on what you need to sell today.
least true most true
1 2 3 4 5 6 7 8 9 10

 
20. You allow people to buy versus manipulating them into deciding to do what you want.
least true most true
1 2 3 4 5 6 7 8 9 10

 
21. You allow people their opinions, concerns and objections without arguing or making them wrong.
least true most true
1 2 3 4 5 6 7 8 9 10

 
22. You are proactive in "Listening Through Objections" (if you do not know exactly what this is, you probably don't).
least true most true
1 2 3 4 5 6 7 8 9 10

 
23. You allow people to buy you as much as your product.
least true most true
1 2 3 4 5 6 7 8 9 10

 
24. You follow up exactly as promised.
least true most true
1 2 3 4 5 6 7 8 9 10

 
25. You allow for earning a new friend even if there is no sale.
least true most true
1 2 3 4 5 6 7 8 9 10

 
26. You follow up systematically at least once a week for the first month and then at least once every 3 months forever to maintain your place in their mind.
least true most true
1 2 3 4 5 6 7 8 9 10

 
27. You look for ways to be of service, both in the use of the product and any other way in their life to build value and relationship.
least true most true
1 2 3 4 5 6 7 8 9 10

 
28. You tell stories to help your prospect see and feel the value of the product.
least true most true
1 2 3 4 5 6 7 8 9 10

 
29. Your enthusiasm for the product shows through powerfully.
least true most true
1 2 3 4 5 6 7 8 9 10

 
30. You use appropriate humor to enroll them.
least true most true
1 2 3 4 5 6 7 8 9 10

 
31. Your prospects end up buying because they like and trust you. The reason is often stronger than any connection they have to the benefits of your product.
least true most true
1 2 3 4 5 6 7 8 9 10

 
32. Your prospects feel like they can tell you the truth about their product experiences after the sale.
least true most true
1 2 3 4 5 6 7 8 9 10

 
33. Your prospects offer you referrals.
least true most true
1 2 3 4 5 6 7 8 9 10

 
34. You relentlessly ask for referrals.
least true most true
1 2 3 4 5 6 7 8 9 10

 
35. You continue selling after the sale to ensure they feel great about their decision.
least true most true
1 2 3 4 5 6 7 8 9 10

 
36. You love the art of selling.
least true most true
1 2 3 4 5 6 7 8 9 10

 
37. You use the products or services yourself and love what you sell.
least true most true
1 2 3 4 5 6 7 8 9 10

 
38. You have enough current customers to keep you in business for 10 or more years.
least true most true
1 2 3 4 5 6 7 8 9 10

 

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