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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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