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The SPQ*Gold is the only assessment in the world that measures Sales Call Reluctance, which is the emotional hesitation to prospect and self-promote on a consistent basis.
Sales Call Reluctance is responsible for the failure of more competent, motivated, goal-oriented salespeople than any other single factor.
If salespeople cannot and do not prospect consistently, why hire them?
The SPQ Gold is used world-wide in any organization that has a sales force. It is also used in professional service organizations for the rainmakers and business developers, i.e., lawyers, architects -- roles that require proactive self-promotion in order to bring in business.
The SPQ is widely used for pre-hire selection of all types of salespeople, financial advisors, executive recruiters -- any position that requires consistent proactive prospecting.
The SPQ Gold is also used for training and development purposes of any salesperson.
Overview
- Doomsayer: Worries, will not take social risks.
- Over-Preparer: Over-analyzes, underacts.
- Hyper-Pro: Obsessed with the image and looking good (but is rated only average in presentation skills.) Confuses packages with prospecting.
- Stage Fright: Fear group presentations.
- Role Rejection Secretly ashamed of sales careers; deflects identity (disconnected from value of sales) .
- Yielder: Fears intruding on others, may suffer from Close Reluctance, not comfortable closing the sale and asking for the check.
- Socially Self-Conscious: Intimidated by up-market clients, e.g. education, wealth, status and prestige.
- Separationist: Won't mix business and friends. Not comfortable using network of friends.
- Emotionally Unemancipated: Won't mix business and family.
- Referral Aversion: Fears disturbing existing business or client relationships by asking for referrals.
- Telephobia: Fears using the telephone for prospecting (more comfortable face-to-face).
- Oppositional Reflex: Argues, blames, rebuffs attempts at coaching, bucks the system.
SPQ Gold also measures:
- Motivation: Physical and psychological energy available to prospect.
- Goal level: Emotional connection to goals and what is important to them (fire in the belly).
- Goal diffusion: Internal and external distractions, ability to focus.
- Problem solving: Emotional ability to handle frustration and see through complexities.
Three measurements for Validity: Impression management, response consistency and hedging.
Once you have submitted your order, you will receive an email with instructions, including a link, login and passcode. Once the assessment has been taken, you will receive a PDF copy of the report with customized comments. At that time, if you choose, we will be happy to arrange for a timely one-on-one interpretation of the report. Orders are processed within 0-4 hours usually. . . unless we are out of the country and even then we are pretty prompt!
The assessment is taken online (internet access is necessary). Takes approximately 40-45 minutes to complete. It is important that it be taken in one sitting without interruption.
SPQ Gold and Sales Call Reluctance are registered trademarks of Behavioral Sciences Research Press, Dallas, Texas |
