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.
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.
• 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.
|Attribute name||Attribute value|
|OBJECTIVE||To improve selling skills|
|AUDIENCE||Anyone involved in face-to-face sales|
|TIME REQUIRED||1-3 hours|
|AUTHOR||Kenneth R. Phillips|