Maximise Sales Performance: The Personal Selling Profile
 
Are your sales personnel reaching their full potential? The Personal Selling Profile moves beyond basic sales techniques to analyse the underlying considerations and priorities that drive an individual's success. Whether you are training new recruits or providing a refresher for seasoned professionals, this tool delivers a graphic picture of an individual’s selling style and identifies specific areas for professional growth.
 
The Three Pillars of the Selling Profile:
The Sale (A Score): Focuses on the mechanics of making the sale, from opening the conversation to effectively closing the deal.
Behavioural Aspects (B Score): Analyses the interpersonal dynamics, body language, and communication styles that build rapport and trust.
Customer Focus (C Score): Measures the ability to understand needs, wants, and long-term relationship management.
 
Why Use the Personal Selling Profile?
Visual Graphic Feedback: Results are plotted on a "bullseye" scoring chart, where each ring represents 10 points. This allows sales reps to instantly see if they are over-emphasising the "close" at the expense of "customer focus."
Identify Training Gaps: The profile includes a unique D-score, which highlights negative responses or specific training needs that may be hindering sales performance.
Adaptable to Your Industry: While every product is different, the PSP focuses on the universal principles of selling, making it applicable to retail, B2B, and service-based industries.
Refine the Close: Detailed questions cover critical moments, such as handling awkward objections and choosing the right moment to ask for the order.
 
Key Specifications:
Format: High-quality printed booklets (Pack of 5).
Completion Time: Approximately 20 minutes.
Theoretical Lead: Developed with Michael Penrith.
Application: Ideal for sales training programmes, recruitment screening, and annual performance reviews.
 
Free Sample Profile:  Download