The Selling Skills Inventory uses the Collaborative Selling Model to evaluate your sales team's ability. Discover and apply the necessary skills for conducting successful face-to-face sales calls in which trusting, long-lasting customer relationships are built.
How It Works
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:
- Establishing a reason to meet
- Identifying needs and problems
- Considering possible options
- Agreeing on a solution
- Overcoming resistance
- Pledging to act
Uses and Applications
Include Selling Skills Inventory as:
- Part of a face-to-face selling skills training program
- A development tool to coach your sales team in conducting sales calls using a collaborative sales approach
- An individual assessment tool to help sales representatives identify their selling strengths
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
Product Type: Workshop and assessment. The Facilitator Guide includes everything you need to lead a successful training session.
Target Audience: Sales staff and customer service members.
Measures: Participants' personal selling style.
Dimensions: Communication, assertiveness, and persuasion skills.
Time Required: Two hours.
What to Order
Starter Kit: Order One Kit for Up to Five Participants and One Trainer.
The Starter Kit includes a Facilitator Guide and a 5-pack of Paper Assessments.
Facilitator Guide: Order One Guide Per Trainer.
The Facilitator Guide includes background information, administrative guidelines, step-by-step workshop outline, and sample participant materials. Facilitator materials will be available as a digital download link in your order confirmation.
Paper Assessment 5-Pack: Order One Pack for Up to Five Participants.
The print version is ideal for facilitators who prefer to oversee scoring and administration of the assessment. It includes pressure-sensitive forms for manual scoring.
About the Authors
Kenneth Phillips is the president of Phillips Associates, a performance management and sales performance training and consulting firm based in Grayslake, Ill. He has been helping large and small organizations achieve improved performance since 1975.
A noted authority in performance management and sales performance training arenas, Mr. Phillips is a frequent speaker for numerous regional and local ASTD and SHRM groups. He has held administrative positions with two national corporations and two colleges before pursuing his Ph.D. in organizational behavior at Northwestern University.