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Understanding Your Personal Sales Strengths and Weaknesses
Obviously, each of us has certain behavioral and skill strengths and weaknesses. Skills can be learned.
However, changing our innate behavior and our natural predilections is another matter. Yet, these innate
behaviors and our natural predilections have a tremendous impact on our ability to sell. More correctly, they
have a tremendous impact on How we sell and to Whom we are most effective selling.
As discussed in the book, there are a number of strategies you can use to help identify your personal strengths
and weaknesses. The most reliable are those you identify through an examination of your personal sales
history. Yet, you cannot identify all of your strengths or weaknesses through that analysis. You have to employ
additional means of discovery.
One of the suggestions in the book is to use a formal assessment tool. There are a number of quality tools on
the market.
I’ve made arrangements with Gately Consulting for readers of the book to receive a discount on the Profiles
International ProfilesXTSales, which is a fairly comprehensive assessment tool, and/or the Profiles International
Profiles Sales Indicator. These assessments will give you indications of your strengths and weaknesses and
can be used as personal coaching aids or can be used by your sales manager or sales coach.
To take the assessments at a discounted rate, simply email Bob Gately at gately@csi.com with “McCord’s
PXT Sales Assessment” in the subject line. In addition to giving a discount on the assessment, Bob has
agreed to help you with any intrepretation issues you may have with the assessment.
The Profiles International assessment isn’t the only quality assessment on the market. Here are a few
additional assessments for your consideration:
Wonderlic
Chally
Personalysis
Sales Champion
Personal Orientation Profile
Certainly there are others--dozens, in fact. Some of these can be accessed by individual salespeople, others
are administered only through participating employers. Naturally, some are better than others.
The Profiles International is a quality tool and I encourage you to take advantage of it. No, I don’t get anything
out of the deal. I’ve simply made these arrangements with Bob Gately to give individual salespeople access
to a high quality assessment tool via the internet.
Whether you choose to take the Profiles International assessment or one by another vendor, you’ll find a
quality assessment will be extremely helpful as you expore your personal strengths. The few dollars you spend
will be well spent.
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