and they are very important to the economy.

Selling can be an exciting and enjoyable career, especially when approached with an eagerness to learn combined with the willingness to develop the necessary skills for success.

The most successful sales professionals recognize the eight phases of selling and the skills needed to be among the best in the industry.

Unlike many who simply read another sales book or sign up for the next sales seminar at random, it is most beneficial, efficient, and effective to be measurable about the education of selling. In other words, confirm what you know and determine what it is you don’t know. This approach focuses where the need is for development. It helps in learning how to remove the unproductive ways that are often mistakenly assumed as best. These false assumptions can be replaced with proven best practices for any and all aspects of the sales process, from self-management to confirming the sale, and beyond.

When selling services or products, start by asking yourself if you know that your selling strategies are helping or hindering you.

Do you understand the sales process?

Do you know what not to do in the sales process?

Are you treating each sales situation the way top salespeople do?

When thinking about how you answer these question, consider your knowledge about the eight phases of the sales cycle. Can you name them? Are you responsible only for specific areas or are all the categories your responsibilities?

The categories in the sales process are often referenced as:

• Preparing
  
• Targeting
• Connecting
• Assessing
• Solving
• Confirming
• Assuring
• Managing
  

Success in selling is affected by sales knowledge. There is a way to test sales knowledge and competency levels in all of the 8 phases of the sales cycle, and the test is used by many colleagues in the career services industry, including the PARW/CC. This sales test is a recognized multi-award-winning tool in the Sales Hall of Fame - Top Sales World. It is one of the tools proudly endorsed and provided by ProfilingPro.

ProfilingPro has earned the reputation of being the best source for the validated, reliable, accurate DISC-based assessments for professional resume writers and/or career coaches. ProfilingPro has been providing materials, services, and support to the PARW/CC since 2001.

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While the various environmentally focused DISC-based reports are the hallmark for the success of ProfilingPro, the sales competency test, branded as The Sales IQ Plus, is one of only two non-DISC based tools endorsed and provided to ProfilingPro Authorized DISC Administrators and Behavioral Consultants.  The Sales IQ Plus identifies selling strengths, plus any gaps that may exist in selling competencies.

After completing the sales test, the results are delivered in a comprehensive report. The report provides details about the participant’s sales knowledge that can be confirmed or learned. The learning can even be self-facilitate using the coaching tips and tools included in the report.

In addition to improving your own selling skills, the process can become a value-added tangible report that can be used for any clients in sales or having a desire to enter the selling profession.

When using The Sales IQ Plus with clients, they derive benefits as you showcase their sales knowledge in their Resume, Cover Letters, and other job campaign materials. They will be confident in discussing their professional development and skills at their job interviews, even as they acknowledge any sales skills that are less than stellar and can emphasize their awareness of any gaps, while indicating how they are currently improving those areas of the sales cycle.

The Sales IQ Plus is an objective analysis used to accurately and easily:

• Identify and leverage selling strengths,
  
• Develop a plan to overcome and weak areas,
• Streamline sales training,
• Focus on areas that produce results,
• Build confidence,
• Identify the sales strategies that are needed to sell a specific product/service in each market.
  

The test takes approximately 30 minutes to complete to assess each of the eight areas of sales competencies. The results of the Sales IQ Plus can be used for continuing professional development and career management. Coaching and education can be tailored to the specific area of needs. Use the Sales IQ Plus for pre-and post-measurement, complementing all other sales training material, as you help others become one of the most highly paid people in the selling industry.

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