SJS Productions Inc. - Self-Assessment Tools for Sales Effectiveness Skills Training

SJS Sales Effectiveness Systems - Steven J. Schwartz, Author of How to Make Hot Cold Calls

Hot Calls Self-Assessment Tool

If a call does not result in an appointment/sale, ask the question, "Is it them or me?" If it's "them" move on. If it's "you" fix the problem before the very next call, because after all, every call is important! Complete this short 24 question audit to identify the mistakes you will need to fix. When you are done, press "View Results" to receive a summary of where you need to take corrective action.

For further diagnostic tools that will help you improve your performance, reference the How To Make Hot Cold Calls book: use the Caller Critique® tool and the Call Caffeine® diagnostics tool. If a problem persists, refer to the Find 'n Fix It Audit®. If you need to order the book, visit the products page.

For accurate results please complete all 24 questions.

Call Planning
Yes No	1. Listened to the prospect's voice the night before
Yes No	2. Spoke with the secretary first
Yes No	3. Left a voice message
Yes No	4. Prioritized calls in the order in which prospects were expected to arrive
Scripting
Yes No	5. Used a script
Yes No	6. Changed a successful script because you were bored
Yes No	7. Changed your target audience but not your script
Yes No	8. Your opening sales pitch was under 30 seconds
Yes No	9. Used negative words
Yes No	10. Prioritized your words
Yes No	11. Every word was carefully chosen to make your prospect listen
Yes No	12. Asked "How are you?"
Yes No	13. Asked "Is now a good time to talk?"
Yes No	14. Effectively handled all the objections/questions
Yes No	15. Tested and fine-tuned your script and objection responses
Delivery
Yes No	16. Spoke quickly
Yes No	17. Spoke while standing up
Yes No	18. Sounds like you are reading from a script
Call Caffeine®
Yes No	19. Desk was clear of all distractions
Yes No	20. On your desk was a long list of people to call
Yes No	21. Rewarded yourself when you earned it
Yes No	22. Before you called, you took the time to focus on who you were calling and why
Self-Assessment
Yes No	23. After an unsatisfactory call, you corrected your mistakes before the next call
Yes No	24. Rewarded yourself for learning from your mistakes