All items scored from 1 (low) to 10 (high) with 0 meaning did not exhibit the attribute
APPROACH (Effectively gains attention and builds rapport)
Uses a professional opening
Gains prospect's attention
Effectively builds rapport
Smoothly transitions into needs identification
NEEDS IDENTIFICATION (Obtains clear understanding of customer's situation)
Uncovers decision process (decision criteria, peopled involved in decision process)
Effectively determines relevant facts about company and/or buyer
Effectively uncovers needs of the buyer (discovers current problems, goals, etc.)
Asks effective questions that brings to the buyer's attention what happens to company or the buyer
convert implied needs when problems continue (helps explicit needs)
Gains pre-commitment to consider the product/service and smooth transition to presentation
PRODUCT/SERVICE PRESENTATION (Persuasively matches product benefits to meet buyer needs)
Presents benefits-based upon needs of buyer instead of only features
Logical, convincing presentation (Displays a strategy to communicate and persuade; clearly understands
needs "hot buttons" of prospect and concentrates on those needs)
Creates value for both the vendor and buyer
Effectively uses objective data (numbers) to support selling story
Uses appropriate/professional visual aids
Creatively illustrates how the product benefits the customer
Effectively involves the buyer in the demonstration
Effective use of trial closes (follow-up questions to determine where buyer is in decision process)
OVERCOMING OBJECTIONS (Eliminates concerns to the customer's satisfaction)
Initially gains better understanding of objection (clarifies or allows buyer to clarify the objection)
Effectively answers the objection
Confirms that the objection is no longer a concern of the buyer
CLOSE (Takes initiative to understand where he/she stands with the buyer now and in the future)
Persuasive in presenting a reason to buy
Asks for business or appropriate commitment from the buyer, given the nature of this particular sales call
COMMUNICATION SKILLS
Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding)
Appropriate non-verbal communication
Verbiage (clear, concise, professional)
Presents a professional image at all times
OVERALL
Exhibits enthusiasm and confidence
Product knowledge
JUDGES WRITE-IN COMMENTS: STRENGTHS & AREAS FOR DEVELOPMENT
The rating sheet and judging process are adapted from those used at the National Collegiate Sales Competition, Kennesaw State University, Kennesaw, GA.
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