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.
Facilitator Guide:
• Administrative guidelines
• Theoretical background
• Selling Environment Matrix Model
• The Collaborative Selling Process Model
• Experiential learning/training methodology
• Selling Situation Scales and Rationales
• Normative data
• Workshop design
• Preparation checklist
• Training design option
• Training outline template
• Optional activities
• Sample copy of Participant Guide
• Digital download contains Microsoft® PowerPoint® presentation and reproducible masters, including a Certificate of Achievement, Training Evaluation, participant handouts, and overhead transparency masters
• Convenient binder format
| Attribute name |
Attribute value |
|
FORMAT
|
Binder with CD and Participant Workbook |
|
OBJECTIVE
|
To improve selling skills |
|
AUDIENCE
|
Anyone involved in face-to-face sales |
|
TIME REQUIRED
|
1 to 3 hours |
|
AUTHOR
|
Kenneth R. Phillips |
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