Third Edition
Not only does the Selling Skills Inventory measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use.
The Selling Skills Inventory is a highly effective tool that professionals can use to evaluate their sales team's ability to conduct successful face-to-face sales calls. The inventory is based on the Collaborative Selling Model, which emphasizes building long-lasting relationships with customers through trust and collaboration. By identifying the specific skills that your sales team needs to develop, you can help them develop professional selling skills, improve their performance, and achieve better results. Whether you're looking to train new salespeople or to enhance the skills of your existing team, the Selling Skills Inventory is a valuable resource that can help you achieve your goals.
The Selling Skills Inventory instrument begins with 18 realistic selling situations most sales representatives encounter during a standard sales call. Four alternative courses of action follow each scenario, causing participants to choose the steps they would most likely take. Participants learn about the Collaborative Selling Model and then use individual sub-scores to measure effectiveness in each of the six stages of the Collaborative Selling Process:
1) Establishing a reason to meet
2) Identifying needs and problems
3) Considering possible options
4) Agreeing on a solution
5) Overcoming resistance
6) Pledging to act
By the end of this workshop, participants will:
- Identify selling strengths and weaknesses.
- Understand and utilize a model for collaborative selling.
- Learn how to be viewed by customers as a partner, not as a manipulator.
- Build effective selling skills that will help you become a trusted business partner, not just a salesperson.
How it works:
The instrument begins with 18 selling situations — the type your sales reps are most likely to encounter during a sales call. Each scenario is followed by four alternative courses of action. By choosing the actions they would most likely take, individuals generate a profile of how well they use the skills required to sell successfully.
Learning Outcomes:
• Identify strengths and weaknesses in face-to-face selling skills
• Understand and utilise a model for collaborative selling
• Change the perception of sales from persuasion or manipulation to partnering with customers
The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process, custom-made product or service solutions are required to meet customer needs, and/or multiple decision makers are involved.
The Selling Skills Inventory consists of:
Participant Guide: 18-item inventory with pressure-sensitive scoring, complete sales model, scoring instructions, and action planning. Order one guide per participant.
.png)