The Gold Standard Core Assessment is not only massive it continually compounds its knowledge to a higher standard through research and development, and through the work/effort of Sia’s Researchers. Enabling me to perform the most thorough communication skills assessment a sales professional will likely experience in her/his lifetime. Every LIVE 1:1 Phone Assessment is customized and totally personalized. No two SalesInsighter assessments or reassessments are ever the same.
🧡Compliments & Considerations
Your Strengths Will Be Recognized
The orange heart means "care".
There are 10x more assessment checkpoints I’ve developed that look for the good than the not-so-good. There are 10x more award and bonus points available to be earned than there are penalty points that can be deducted. In fact, most Key Personal Insights (KPI's), suggestions, and recommendations will come from the points you could have earned rather than from your Not Recommended, Unacceptable, and Weak responses.
What's Required
Sia's LIVE 1:1 assessments are specifically designed for people who are willing and capable of fully explaining what they are currently selling, how they sell and why they sell the way they do.
📌 A minimum of three months experience selling what you are currently selling is required to participate in a Sia assessment. A minimum of six months experience selling what you are currently selling is recommended.
Relax, be yourself, go with what you know.
Unless you are attempting to pass the final test in a SalesInsighter program, SalesInsighter assessments are not exams: you do not fail, pass or receive a grade. Instead, they are a learning opportunity that can help you develop your selling knowledge and selling communication skills. SalesInsighter assessments are not a competitive tool unless you deliberately structure them and compare them that way. Assessment results show the gap between where the participant is and where this person could be in the categories assessed.
🚩 Zero Distractions – No Multi-Tasking
Sia does not perform an assessment when a participant is driving or distracted.
During the assessment your full attention is not only required – it is expected.
Respond to each question as if it is the first question I asked you.
It is important to know that how you answer one question does not count toward your response to any other question. There likely will be many times during the assessment you feel that you are repeating information you have already told me. That is by design and to be expected.
Your responses are not accumulative. Three questions ago you may already have explained how you do X, but that information is not automatically applied to the current question. I check and recheck what you are communicating, so that when you absorb your assessment results you know they are credible. If I recommend you improve X by doing Y that was verified time and time again, from different views.
Please take your time to fully explain what you do, how you do it, and why you do it.
For example: If I ask you, “How do you find the buyers’ needs?” the response “I ask them” is not acceptable for assessment. Elaborate! “What are the reasons you ….?”
📌During the assessment if you notice an area you want to improve please let me know.
Participants often hear my question and as they respond, realize this is something they want to learn more about. It may happen so often you feel silly telling me, “Yes, I want to work on that too.”
It is all good! There is no person I have trained, coached, or assessed in sixty industries worldwide who does not have an enormous amount to learn about buying, selling, value-creation, communication, and human behavior – including myself. There is an infinite amount to learn about human behavior and communication because each of us has our own experience that all of us can learn from.
📌During any SalesInsighter service pretend I am continually asking:
“What can I do to make this more valuable to you?” and immediately intervene to tell me. Don't wait till the end of the session, at Sia, it is on you to let me know how I can better create value for you at any moment.
🚩 No Recording or Documenting
As per the SalesInsighter Terms and Conditions, you and your company agree to not record or document your SalesInsighter assessment.
🚩 No Access to the Internet or Any Information
No Racing or Stalling
It is important to remember the assessment is not a race against time, as you are not scored on how quickly you respond to a question. Conversely, deliberate stalling will not be tolerated.
Be Proactive
If you have a question, need clarification, or need a question repeated, I encourage you to be proactive and ask, which is better than stalling.
Use Words You Use on Sales Calls
Use whatever words you use on real calls. I will ask for clarification if required. This is one of my most important tips for assessments.
Do not expect me to say. “That was a good answer.” Or “You can do better.”
To reduce my influence I intentionally avoid giving reactions to your responses during your assessment. My compliments and suggestions will appear in your assessment results.
Terminology
The word “Buyer” is used in the assessment and throughout this website and in Sia to mean prospect, customer or client. If you want to differentiate them in your responses please do so.
🚩 “That does not apply to me.” is not an acceptable response.
My interest is in how you respond to certain situations, which may or may not be applicable to your current job. Every question I ask applies to your assessment whether you believe that or not.
If I do not steal money outside of work but I steal money from people at work – am I a thief? I am assessing the whole you. Please keep this in mind when you participate.
If you do not want to answer my question please explain why.
“It depends” on its own is definitely not an acceptable response.
Recommended Assessment Mindsets
Getting your assessment results right is a major reason your assessment is recorded. A large part of the cost of the assessment is my time starting and stopping the recording to score and document your responses. With hundreds of Checkpoints this is a meticulous, time-intensive process to produce your Key Personal Insights.
What your Key Personal Insights will suggest to you is “Here is how you can be better.”
My feedback will not be vague; it will go way beyond “You can be better at X.” I will be clear and specific, sometimes using your own recorded words as evidence to demonstrate my point.
Effective mindsets:
- “What do you see me doing or not doing that is getting in my own way?”
- “What am I doing that is excellent, and what else can I do to achieve a higher standard?”
- “Show me how I can relearn X.”
When someone tells us “You are right about x.” that does not mean we are totally right about the remainder of what could be or should be considered. What we often do is absorb “You are right” and think we are right about everything about a circumstance.
What would be smarter to do is learn why we are right, listen to what else we can do to get better and understand why that will help us improve.
Professional Sales Assessment