The Power of a Sales Assessment

Do you? I actually held a live event.

Four or five years ago in Denver, and I brought in, I think There are about 25 employers that showed up. I had a panel of speakers. But what I did at the live event was I created an assessment. And it was nothing. It had six questions. That's it.

All six were, scale one to 10 questions. Because I wanted to. I wanted them to rate themselves. I wanted them to see how good they were doing with their benefits plan, their health plan.

So I passed out the assessment before I had the speakers come on stage. I walked to them through the assessment, took two minutes, and then I said, hey, if anybody's willing to turn this in, my team's going to come back and provide a free assessment, a free assessment report for you.

Now, here's why that was so powerful, guys. Number one, it allowed me to set 13 meetings in one hour, because 13 of those people tournament. But the second thing it did with an assessment is it created a score. So I want you to imagine this. I had an assessment, six questions, one through 10.

If they gave themselves a 10 on everything, the max score was 60 out of 60, right? Well, guess what? They turned them in. Most scores were like 20 out of 60. But here's the punchline, guys. The points meant nothing. What it meant to the prospect, though, was, wow, these guys have a pretty legit process.