The SPQ*Gold^® Test, a sales preference questionnaire, is the only test that will detect Call Reluctance^®. It detects and measures the 12 types of Call Reluctance^®:

1. Doomsayer    2. Over-Preparers    3. Oppositional Reflex    4. Referral Aversion    5. Stage Fright    6. Yielder

7. Role Acceptance  8. Unemancipated  9. Social Self-Consciousness 10. Separationists 11. Telephobia 12. Hyper-Pro

The SPQ*Gold^® Test also identifies the Call Reluctance "imposters":

1. Motivation
2. Goal Focus
3. Goal Diffusion

Who Should Be Tested?

Managers and Trainers - Because Call Reluctance^® is contagious and can easily be passed on, it is important that influential people who come into contact with salespeople correctly diagnose and correct their own types of Call Reluctance^®. Most progressive managers and trainers welcome this opportunity for self-assessment. (Note - We strongly advise senior sales managers and trainers to attend a 3-day Management Certification Workshop).

Existing Sales People - For two reasons:

Training - By knowing which forms of Call Reluctance^® a sales person has, or is predisposed to, trainers will know, not only what types of training to prescribe, but also how to train the individual.
Management - The SPQ*GOLD^® profile provides important information which shows why some management styles work with some salespeople and not with others, and how to best motivate them.

New Hires - Before they are hired, SPQ*GOLD^® will tell you whether they will make those sales calls or not. Not five years out - but next week, and next month. This allows you to make bottom-line business decisions about the value of the applicant to you.