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Associated Assistance - Behavioural change assessment

"Give a man a fish and he can live for a day. Teach a man to fish and he can live for a lifetime"
Chinese proverb

Behavioural Change Assessment

One of the many issues in business is selling, whether it’s oneself for a promotion or a different role, whether it’s one’s ideas on a new strategy or product, whether it’s the new product itself or simply ‘developing the business’; whatever the situation, we all need to ‘sell’. A large proportion of us seem to associate selling with the ‘dodgy’ Arthur Daly character, or the ‘double glazing salesman’ who called home last night – and gradually develop an irrational loathing of anything to do with ‘sales’! In the jargon, this is known as ‘Call Reluctance’ and it manifests itself with some ingrained inhibiting behaviour styles. In business this behaviour can affect our success, and we’ve identified a psychometric assessment that can help.

In isolation, the SPQ*GOLD (The Call Reluctance Scale)®* profile can give you a fast and accurate assessment of these inhibiting behavioural styles. Sometimes we think ‘that’s just the way I am - I can’t change my behaviour’. Behaviour is generally learned; what you learn you can unlearn/change (eg driving an automatic car instead of one with a manual gearbox or driving on the right hand side of the road and not the left). The assessment measures these behavioural germs and suggests that, by using some prescriptions, you can reduce their impact. It is particularly useful for customer-facing staff, assessing and identifying the needs for behavioural change. It is of course a ‘predictor’ of future behaviour.

There are numerous applications for SPQ*GOLD, such as:

  • Recruitment and Selection
  • Sales & Marketing
  • Training and Development
  • Sales Development - performance indicator
  • Goal Setting and Prioritising
  • Performance Management
  • Client Relationship Development
  • Training Needs Analysis
  • Coaching and Feedback

We are accredited to manage the assessment and provide feedback, normally face-to-face, in a one and a half hour session. In addition to understanding the inhibiting behavioural traits, individuals will be given some useful tips to allow them to change their behaviour in certain situations.

* Copyright 1982, 1986, 1988, 1996, 2001; Behavioral Sciences Research Press Inc, Dallas Texas USA