Could your sales team be more effective? Are your key influencers as persuasive as they could be?
Today’s customers are not impressed by pushy sales methods. In order to avoid hard-sell tactics, people now seek companies and sales representatives that are in tune with their needs and communicate solutions with genuine understanding. Selling and communicating with a profound awareness of these needs lies at the heart of ensuring business success.
The Selling Skills Assessment Tool™
The Selling Skills Assessment Tool will tell you reliably who the top-performers in your sales force are. It allows you to pinpoint any sales skill-gaps in your employees, teams and the company as a whole, so that the entire sales process can be geared towards maximising results.
The online survey yields quantifiable data that gives you certainty regarding the sales skills of each member of your sales team. The sales process is broken down into four key sections:
1. Building trust and credibility,
2. Understanding and identifying client needs
3. Presenting products and services and articulating their value
4. Handling objections and gaining agreement for the sale
5.Creating customers for life with effective positioning
The Influencing Skills Assessment Tool™
The Influencing Skills Assessment Tool is designed for employees and managers who need to gain buy-in for projects or strategies, and persuade others to accept new ideas. The assessment allows you to determine any strengths in influencing ability, offering insight into areas for potential growth.
The online survey assesses influencing abilities in five key areas:
1. Building trust and credibility
2. Understanding the situation and specific needs
3. Presenting ideas and articulating their value
4. Handling objections and gaining agreement
5.Creating long-term relationships with effective positioning
The data from measuring and improving these critical skills helps you to identify exactly where improvement is needed, and prevents you from wasting money on unnecessary training. Your sales team and key influencers will become more successful by applying their improved skills to their daily interactions, which in return will impact positively on the bottom line of your business.
Customer-Focused Selling™ (CFS)
The CFS sales training programme addresses the areas of weakness within your sales team detected by the Selling Skills Assessment Tool. Its highly focused approach delivers the specific knowledge needed to achieve better sales results by selling from the customer’s point of view. Once this training is complete, you can revisit the SSAT to quantify and highlight areas of improvement and any remaining skill gaps.
Influencing For Results™ (IFR)
All businesses need people who know how to influence in a positive manner. The IFR training program takes the insights drawn from the ISAT, then teaches you the skills that you need to build your influencing abilities. After you have put them into action, you can take the ISAT again to see how much you have grown.
The Coaching for Sales Growth Workshop
This workshop uses a highly effective combination of behavioural science and sales team diagnostics. This gives sales managers the personal insight they need to deliver targeted coaching to achieve outstanding sales results.
The Coaching to Excellence Workshop
This workshop shows sales managers how to use data derived from the SSAT to deliver highly personalised coaching that encourages each individual to improve their overall performance.
Successful selling and influencing is based on trust
Over 8,000 companies in 142 countries use the Selling Skills and Influencing Skills Systems to provide them with a clear strategy for building company-wide influence and highly effective customer-focused sales teams. They employ this science-based approach to diagnose and improve the selling and influencing skills of their teams. Our clients are supported by 400 experienced consultants worldwide and we are proud to boast a client renewal rate of 90%.
So, if you want to gain that trust and credibility from your clients and ,and develop the skills to build mutually beneficial relationships with them, why not give the Selling Skills System a try?
The Predictive Index®, PI learning Indicator™, Customer-Focused Selling™, Selling Skills Assessment Tool™, Influence Skills Assessment Tool™ and PI Professional Series™ are registered trademarks of The Predictive Index, LLC and are used here with permission.