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BBSO Evaluation Form

Center for Professional Selling

BBSO Competitors are evaluated by the following criteria:

5% Approach
(Effectively gains attention and builds rapport)
• Professional introduction
• Gains prospect's attention
• Effectively builds rapport
• Smooth transition into needs identification
25% Needs Identification
(Obtains clear understanding of customer's situation to prepare a customized presentation)
• Uncovered decision process (decision criteria, people involved in decision process)
• Effectively determined relevant facts about company and/or buyer
• Effectively uncovered needs of the buyer (discovered current problems, goals, etc.)
• Asked effective questions that brought to the buyers' attention what happens to company/buyer when problems continue (helped convert implied needs to explicit needs)
• Gained pre-commitment to consider the product/service and smooth transition to presentation
25% Product/Service Presentation
(Persuasively match your product's benefits to meet needs of the buyer)
• Presented benefits-based upon needs of buyer instead of only features
• Logical, convincing presentation (displays a strategy to communicate and persuade; clearly understands needs 'hot buttons' of prospect and concentrates on those needs)
• Used appropriate/professional visual aids
• Effectively demonstrated product/service
• Effectively involved the buyer in the demonstration
• Effective use of trial closes (follow-up questions to determine where buyer is in decision process)
15% Overcoming Objections
(Eliminate concerns or questions to customer's satisfaction)
• Initially gains better understanding of objection (clarifies or allows buyer to clarify the objection)
• Effectively answers the objection
• Confirms that the objection is no longer a concern of the buyer
10% Close
(Take initiative to understand where you stand with buyer now and for the future)
• Persuasive in presenting a reason to buy
• Asked for business or appropriate commitment from buyer, given nature of this sales call
15% Communication Skills
• Effective verbal communication skills (active listening; restated, rephrased, clarified, probed for better understanding)
• Appropriate non-verbal communication
• Verbiage (clear, concise, professional)
5% Overall Impression
• Enthusiasm and confidence
• Product knowledge
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