Sales Ability: Use these sample phrases to craft meaningful performance evaluations, drive change and motivate your workforce.
Sales Ability is the skill to understand your product's features and being able to present their benefits accurately and persuasively to the customers.
Sales Ability: Exceeds Expectations Phrases
- Understands the customers' desires and adopts them; finds out what the customers really need and why they need it
- Takes the time to learn about own products and competitors' products in order to be in the best position to convince a customer why own products are the best
- Writes down contact information of own customers and follows up with a brief note to make sure that they are happy with the purchase
- Pays close attention to customers' reactions and facial expressions in order to understand and respond tactfully to the part of the product he/she is objecting to
- Knows the company's objectives, needs, strengths, and weaknesses and the resources available for one to address the market
- Allows customers to choose the items that they feel good about in order to uncover their real motivation for buying
- Adopts new tools and technologies to meet and communicate with prospects as well as eliminate bottlenecks
- Is goal-oriented; is able to clearly articulate own goals and assign realistic timelines
- Is self-driven; does not rely on the sales manager or own supervisors for sales directions or guidelines
- Possesses a great sense of urgency; pushes oneself and others until a sale is successful or until a situation is brought to resolution
Sales Ability: Meets Expectations Phrases
- Allows own customers to lead interactions and asks questions to identify their desires
- Has an expert knowledge of the industry that one operates in; easily builds important contacts and recognizes worthwhile opportunities
- Possesses the self-discipline to serve customers and develops business relationships with customers on successive sales calls
- Is responsible for own actions; refrains from making excuses or blaming others when a sale fails
- Accepts constructive criticism or suggestions from others in order to improve performance
- Focuses on new opportunities and solutions and is persistent in persuading others even in the face of rejection
- Enjoys competitiveness and constantly looks for ways to measure oneself against other sales persons
- Is able to understand customers' problems and offer suggestions that solve the issues effectively with respect to products or services one sells
- Is able to express own feelings confidently and clearly to both clients and prospects
- Handles difficult situations easily and is able to remain calm and composed even when working under pressure
Sales Ability: Needs Improvement Phrases
- Gets frustrated and discouraged when a sale is unsuccessful instead of learning what could have been done better and approaching new opportunities
- Has difficulty building rapport with different personalities and is shy to ask for referrals from customers
- Experiences difficulty in adapting own personality style to other people who have different and non-complimentary styles
- Needs to have well-defined performance standards and objectives and occasional reminders for what one is supposed to do
- Needs follow up and external assistance from the sales manager or own supervisors in order to stay on track with the sales objectives
- Tends to get involved in behaviors or relationships that distract one from meeting short or long-term objectives
- Tends to blame others, external factors, and other circumstances when something is not completed on time
- Does only what one is required to do and does not go beyond own comfort zone to meet customers' expectations
- Easily gives up when one faces rejection and therefore suffers from inconsistent performance
- Tends to get upset when someone criticizes own performance instead of looking for ways to improve it
Sales Ability: Self Evaluation Questions
- Describe a time when you have landed your most successful sale by making a cold call. How did you go about introducing yourself to the client?
- Describe a time when you have faced the worst rejection. What was the problem? Did you later manage to convince the person to buy your products/services?
- What do you like most about being a sales person? What is your greatest strength and weakness?
- How often have you exceeded your sale's targets? Describe times when you have been awarded for consistently exceeding the set sale's targets
- How much time do you spend looking for new clients versus cultivating customer relationships? Explain your answer
- What social media channels have you used to look for prospects? How has social media improved your sales ability?
- What personal and professional information do you look for when researching a prospect? How do you tailor your communication before meeting the prospect?
- Is there a time when you have turned a prospect away? If yes, why? What did you learn from the experience?
- When do you stop calling or pursuing a client to buy your products? Explain the last time this happened
- In your opinion, what is more important: - an excellent customer service, or a quality product? Explain your answer