Your Business is in the Hands of Your Sales Personnel!
Can they sell?
Do they understand the sales process?
Are they treating each sales situation the way top salespeople do?
The Sales Skills Index will answer all those questions and more!
· Sales Skills Index helps to ensure that your sales personnel will handle each sales opportunity correctly
· Especially designed for outside and inside performance sales
You Can Tailor Your Training
Coaching and managing can be tailored to the different needs of each salesperson after your sales force has completed the Sales Skills Index assessment. It can be used both before and after measurement. complementing all other sales performance material.
Use in Selecting Candidates That Bring the Right Skills
The Sales Skills Index presents questions that portray "real life" sales situations. Each situation has four alternative ways to be handled. Respondents are given the opportunity to rank the four alternatives from "best" to "worst." By comparing their response with those of proven top sales professionals, a report is generated showing strengths, weaknesses and how well they understood sales strategy in seven categories.
The Sales Skills Index Covers the Seven Dynamic Steps in the Sales Process
· Prospecting
· First Impressions
· Qualifying
· Demonstration
· Influence
· Close
· General
How the Sales Skills Index Can Benefit You
· Simplifies sales training
· Allows managing and coaching to be focused on areas that produce results
· Builds confidence
· Identifies the sales strategy knowledge areas that are needed to sell a specific product/service in a given market
· Identifies new sales applicant's strengths and weaknesses
· Identifies specific training or management needs of a salesperson or sales force
TTI Success Insights® Sales Skills IndexTM
Sample Questions
Response Instructions
Below you will see 67 sales situations, each situation containing 4 choices of action.
For each sales situation, rank the 4 strategies by indicating your choices as follows: your first choice of action is 1, your second choice is 2, etc. Each number (1-4) must be used only once and every box must have a number in it.
Note: This instrument will take approximately 45 minutes to complete.
Please make sure you can finish this instrument in one sitting.
While responding, rank the strategies in the order you would actually undertake handling each sales situation.
1. You have completed your presentation and were told that you'd know
something in two weeks. In two weeks you discover your prospect bought
from a competitor. Where did you make your mistake?
___ You did not create enough value for your product or service.
___ You gave too much information and confused the buyer, forcing her to
look elsewhere.
___ You sold on need, but failed to close or gain commitment.
___ You failed to develop sufficient trust.
2. After engaging in initial conversation, you sense that it's time to move into the sales presentation. You should:
___ Begin by discussing the features and benefits of your product or service.
___ Ask for permission to ask questions.
___ Begin telling the prospect how your products can solve her problems.
___ Ask questions that will lead the conversation back to your purpose for being there.
3. Of all the people in the initial sales relationship, the most important one is the:
___ User of your product or service.
___ Decision maker.
___ Internal advocate.
___ Salesperson.
