The Simulation - Personality Traits
  Validity Personality Traits View Report Managers Only |
The simulation rates the applicant on four personality traits that are important and absolutely essential in car sales.
The first and most important trait is motivation, followed by empathy, investigation, and closing deals. These traits are the main and essential components of the sales process. Motivation The best salespeople are more motivated than the average sales rep. Research suggests that motivation is by far the most important trait of a good salesperson, accounting for as much as 40% of sales success – making it twice as important as any other dimension. Candidates with high motivation are high achievers who put in long hours and devote high energy to accomplish their work. They are engaged, excited, interested, dedicated, and committed in their everyday work and take great satisfaction in being busy and productive. Empathy Candidates with high empathy can sense the emotions, needs, and concerns of other people. They can put themselves in the customer's shoes, feel their pain, and anticipate their needs. They don't necessarily agree with other people all the time, condone their actions, or feel pity for their predicaments (that's sympathy, not empathy), but they understand and relate to them. This ability to connect with customers is important in finding the right words and tone for sales conversation and addressing stated and unstated customer desires. Investigation Investigative people have a great desire to learn from others. They're more likely to probe customers for their underlying needs before pitching a product. As salespeople, they thrive on asking probing questions, listening intently, establishing rapport, and building relationships with customers. They know that selling is more about listening than talking, and they can tailor the product offering and benefit statements to the stated and unstated needs of the customer. Closing Closing is the ability to gain customer commitment. Candidates who rate high on closing have an assertiveness well suited for the give and take of effective negotiations, without coming off as too aggressive or overbearing. They are not shy about asking for the business and later asking customers for referrals. Good closers have confidence in their abilities and judgments and have the ability to influence the customer to close the deal. . |