ASSESSMENTS
SALES ACUMEN ASSESSMENT
Do you Create Sales Trust or Change Trust?
You may not care, but your prospects do.
You’ve learned sales skills, but your prospect doesn’t make a sales decision. They make a change decision. Do your conversations help you pursue a sale, or do they help the prospect debate making a change?
Conversations define the relationships you have. Your prospect may like you, but that doesn’t mean you’ve built the trust they need to embrace change. What kind of value do your conversations generate? Does your prospect find value in the rapport you try and build, or the level of expertise you bring? How can you solve their pain, or help them debate change?
This 15-minute questionnaire will help you determine the types of conversations you are having (sales or change), and ultimately the level of trust you’re creating.
BEHAVIORAL ASSESSMENT
Identify the behaviors impacting your sales conversations.
The 16pf® Questionnaire (16 personality factors) is a highly effective, reliable assessment designed to reveal behavioral strengths, challenges, and provide clarity to areas in need of development.
The 32 innate attributes on the assessment are the building blocks for the skills needed to be successful in sales. The combination of attributes and skill shape the types of conversations you have. They impact how you listen, the questions you ask or don’t ask, the skills you develop or don’t develop, and the results you create.
Unlike other personality assessments designed for business use, the 16pf® provides a multi-dimensional view of the whole individual, including occupational interests and work styles. It is regarded as a vital roadmap for change and unlocking human potential. If behavior truly is the best predictor of success and performance, the 16pf® is a useful scale to help you create an actionable plan for your life.
DiSC ASSESSMENT
DiSC.
The Emotional Quotient Inventory (EQ-i 2.0) is the world’s leading assessment tool for emotional and social intelligence. It provides an excellent way to understand your emotional strengths and areas in need of development. This online assessment of 133 questions takes roughly 20 minutes to complete. Reporting options include: the Workplace Report and the Leadership Report, each providing scores in 15 competencies, grouped into five composite areas: Self-Perception, Self-Expression, Interpersonal, Decision Making, and Stress Management. Both reports provide a detailed analysis of your results.
EQi-2.0 INTELLIGENCE ASSESSMENT
Emotional Quotient Inventory.
The Emotional Quotient Inventory (EQ-i 2.0) is the world’s leading assessment tool for emotional and social intelligence. It provides an excellent way to understand your emotional strengths and areas in need of development. This online assessment of 133 questions takes roughly 20 minutes to complete. Reporting options include: the Workplace Report and the Leadership Report, each providing scores in 15 competencies, grouped into five composite areas: Self-Perception, Self-Expression, Interpersonal, Decision Making, and Stress Management. Both reports provide a detailed analysis of your results.
TESTIMONIALS
“Lappin180 is a big part of our sales performance evolution. Their approach has become one of our strongest marketplace differentiators. Prior to working with them, our individual standard of success was selling and reaching a $1M book of business. Since engaging them, we now have multiple sales individuals exceeding $2M. Our producer culture now lives up to a different standard.”
“Dan provided consistent feedback on challenging myself to grow – which helped me close $7M in sales this year.”
“Lappin180 has helped change the way we look at sales and how we approach our prospective clients. They’ve taught us that our biggest “competitor” is our prospects’ inertia or fear of change. As true consultants, we’ve learned that creating positive tension during conversations is a real part of the value we deliver. It helps prospects make the hard, objective decisions to change. No more wasted effort with traditional pitches.”
“Dan’s sales methodologies and processes are invaluable in today’s world of impersonal communications and RFPs. He provides a necessary reset for sales professionals who want to evolve beyond traditional approaches and enhance their performance in these challenging times.”
“Our commitment at Lockton is to be the best strategic advisor in the commercial insurance, risk, and human capital space. Lappin180 has been an instrumental part of our growth and success in this endeavor. They’ve helped us challenge our own expectations regarding what it means to be a trusted advisor and have changed the way we approach our prospect and client conversations. They have been, and continue to be, a true Lockton partner.”
“Dan worked with us to develop an onboarding process for new hire sales reps. When we completed the first-year review of the ROI and compared it to previous results, it was clear the process improved from an average of 24 months to 12 months. This was an incredible success. We improved our sales return two-fold over our average.”
“Dan is a very direct communicator and helps individuals succeed in sales by highlighting the strengths they bring to the table, and pushing them to be systematic in their approach. He mentored me and my team and made us better sales professionals.”
“I have never seen anyone hold the attention of a sales force for 3+ more hours in a more compelling manner. We have already committed to future training with Dan and look forward to a long, strategic partnership with him and his team.”
“Lappin180 is a refreshing approach to building your business. You must set aside your ego and commit to your process. Learning to not hold on too tight and making it about your prospective client brings an authenticity to the table that is refreshing for decision-makers.”
“The Lappin180 Team, collectively, constantly challenges me, and pushes me to be better. It’s a constantly challenging, and fulfilling program, and I’d recommend Lappin180 to any thoughtful sales person looking to better their sales game!”
