SELLING SKILLS ASSESSMENT TOOL
THIS IS HOW YOU EVALUATE YOUR SALES FORCE
IMPROVING SALES PERFORMANCE
If your salesforce believes that selling is a numbers game, they might as well be saying: we lack the skills to control the outcome. The numbers game is played by those who believe in luck and chances of closing the deal. In Humanostics we believe that selling is a performance game not a numbers game: sales are generated through skills and proper technique. Improve the skills of your sales force and you will improve your results.
Give your reps the tools to better understand prospects and themselves. Use Selling Skills Assessment Tool™ to evaluate the selling skills of your sales force and identify strengths and areas of growth to increase their overall effectiveness. Use Customer-Focused Selling (CFS) training to empower your sales force to assess the needs of prospects and clients, articulate the message in the best way to be heard, deal with any concerns or resistance, and gain agreement. CFS focuses on the consultative way of selling with 5 clear and easy to understand steps.
PI Behavioral Assessment™ ensures that SSAT data and CFS training translate into long-term sustainable results. PI Behavioral Assessment provides sales managers with objective data on motivation and drives to accurately support, guide and coach their sales reps to outstanding individual and team performance.
Monday Morning: Playing the Numbers Game
Call one hundred prospects, utilise a standard approach, use value-driven phrases which match the needs of the majority of prospects. If you get that far, hurry up and push to present your product. Stand by and listen to a total of ninety-eight ‘no thanks, not interested’, and end up with two appointments (on a good day).
Tuesday: repeat the process.
Monday Morning: Playing the Performance Game
Prepare to reach out to X qualified prospects, utilise an efficient approach that engages people to open up, not shut down, focus on having a conversation, not a pitch, investigate to understand the needs of your prospect before presenting your value-based solution, and use a language that makes you stand out from the competition not blend in. Results: You wind up with real conversations that lead to appointments with qualified prospects who say “yes” or “I’d like to know more”.
Tuesday: repeat your success and follow up on yesterday’s calls.
Your sales reps need to focus on the unique value of your solutions and target clients in a consultative way and speak to the pains, problems, issues and challenges of your prospects to present a tailored value-driven solution. Instead of playing the “numbers game,” identify where to focus your efforts and qualify the skills of your sales force to conduct consultative sales.
SSAT is an online survey that contains 25 targeted, scenario-based questions covering the 5 steps of the sales process.
Explores how to build trust and credibility by setting verbal agendas, handling early objections and managing client expectations.
Examines how to accurately assess the situation and uncover client’s needs through strategic questioning, listening skills and the examination of their decision-making criteria.
Encompasses how to link your capabilities to the client situation through strategic value articulation, differentiation and the appropriateness of your solutions.
Uncovers how to ask for the business, handle objections, gain agreement and win the business, even when there are multiple decision-makers.
Focuses on how to build long-term customers for life, including referral strategies, cross selling and customer relationship management.
SSAT gives you an objective look at strengths and identifies areas that need improvement. Available in multiple editions tailored to your sales structure and industry, the SSAT provides a detailed, accurate quantification of selling abilities across your sales organisation at an individual, team and company-wide level.