Selling Skills Assessment Tool™
The Selling Skills Assessment Tool™ (SSAT) is a proven, diagnostic instrument specifically designed to provide sales management with specific data profiling the targeted needs of the group, the needs of the division/team, and the needs of each individual sales person. The SSAT data provides the insight to effectively focus the group sales training needs for maximum impact and individual coaching plans for maximum sales growth.
The SSAT contains 25 targeted questions to assess the critical selling skills essential to all selling processes and is available in many versions to accommodate various sales positions and industries. Custom editions are available on request.
The SSAT is measuring the 5 core sales skills required for a customer-focused and consultative sales process.
- 1. Open: Explores how to build trust and credibility by setting verbal agendas, handling early objections and managing client expectations.
- 2. Investigate: Examines how to accurately assess the situation and uncover the client’s needs through strategic questioning, listening skills and the examination of their decision making criteria.
- 3. Present: Encompasses how to link your capabilities to the client situation through strategic value articulation, differentiation and the appropriateness of your solutions.
- 4. Confirm: Uncovers how to ask for the business, handle objections, gain agreement and win the business, even when there are multiple decision makers.
- 5. Position: Focuses on how to build long-term customers for life, including several referral strategies, cross selling and customer relationship management.
The results of the SSAT provide an objective view of sales strengths, skills and areas that warrant improvement. Clients receive 3 reports which:
- Provide a statistical evaluation of each of the 5 core sales skills for their sales force.
- Deliver a summary of each division/team in comparison to the entire sales force.
- Compare each sales person to the division/team and to the entire sales force.
Due to the quantitative nature of the SSAT, the first assessment provides a benchmark for the sales team. After completing sales training it is recommended that the team re-take the SSAT at 6 months and at one year to gauge the effectiveness of their sales training and development programs.
Download Selling Skills Assessment Tool ™(SSAT) FAQ's brochure
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