Selling Skills Inventory

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.

Include the Selling Skills Inventory as:

• Part of a face-to-face selling skills training program to develop professional selling skills.
• 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.

Facilitator Guide - Order one guide per traininer

The Facilitator Guide includes background information, administrative guidelines, a 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 the scoring and administration of the assessment. It includes pressure-sensitive forms for manual scoring.

QuickStart Train-the-Trainer: 1-Hour Virtual Coaching Session for This Product

QST is a convenient, one-hour virtual coaching session for first-time facilitators of this product. You'll receive personalized, one-on-one coaching with a subject matter expert who will get you up to speed quickly and accurately so you can step into the onsite with confidence. We'll answer all your questions about the facilitation of the product. And you can add additional coaching hours as needed. Your coaching session can be provided by telephone or video call and at a time of your choosing.

Facilitators will also receive an HRDQ Certificate of Completion for completing the QuickStart session.

Kenneth Phillips is the president of Phillips Associates, a performance management and sales performance training and consulting firm based in Grayslake, Illinois. 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.