Selling Skills Assessment Tool*

Today’s challenging marketplace demands that you help your sales team get to the top of their game and stay there. Knowledge is power. The foundation of leading a team includes continuous learning and growth of every member of that team. The Selling Skills Assessment Tool gives you clear and specific information necessary to increase the sales production of your entire team.

What is the SSAT?

The Selling Skills Assessment Tool is an instrument that quantifies the sales skills and judgment skills of your sales reps. The SSAT contains 25 targeted questions to assess the five critical selling skills essential to all selling processes. Your sales reps must know how to:

Build trust and credibility

Investigate why the buyer will buy from you

Present products/services and articulate value

Handle objections and gain agreement for the sale

Create customers for life with effective positioning.

The survey also examines the elements of adapting to different buying styles, selling to multiple buyers, and selling through involvement.

What do the Results of the SSAT tell me?

The SSAT reports identify specifically what individuals or groups are most effective at, and where they have room for improvement. The SSAT provides three levels of results:

Executive Summary comparing your entire sales force.

Divisions or Teams Summary and comparison to your entire sales force.

Individual Sales Rep report that compares them to the division/team and to the entire sales force.

You'll know how every group and individual measures up and what to do the help them improve.

What Can I do With The SSAT Information?

The SSAT information provides you with specific data describing the targeted needs of the group, the needs of the division/team, and the needs of each individual sales rep. Using the SSAT data you can effectively focus your group sales training needs for maximum impact and your individual coaching plans for maximum growth.

What is SSAT Measuring?

The SSAT is measuring the core sales skills required for a customer-focused and consultative sales process. Listed in order, the five areas and what they include are:

OPEN:
This area explores how to build trust and credibility through managing client expectations.
Skills involved include:

Setting the Verbal Agenda
Managing the Sales Process Open
Handling Early Objections
Managing Client Expectations
Capturing Client Mindshare

INVESTIGATE:
This area examines how to accurately assess the situation and uncover client needs.
Skills include:

Strategic Questioning (balanced question mix)
Investigative Questioning (specific type of question)
Proof of Listening with a Verbal Summary
Examine Decision Making Criteria
Examine the Client's Financial Perceptions

PRESENT:
This area encompasses how to tie your capabilities to the client situation.
The skills demonstrated in this area include:

Value Articulation
Link Capabilities to Client Situation
Sell Through Involvement
Establish Value Through Client Relevance
Differentiation and Solution Accuracy

CONFIRM:
This area covers how to gain agreement and win the business.
The skills included in this area include:

Ask for the Business
Utilize the Objection Handling Process
Answer Objections Accurately
Sell to Multiple Buyers
Create Reseller

POSITION:
This area covers how to build long-term customers for life. The skills covered include:

Management of Client Expectations
Ask for Referrals
Cross Selling
Position for Future Opportunities
Customer Relationship Management

How is the SSAT administered?

There is a simple, two-step process:

1. We invite each of your sales people to take the SSAT at our web site.

2. The results are compiled and sent to the designated Sales Manager.

Are There Any Other Reports Available?

In addition to the core data, the SSAT can generate a Personal Coaching Plan for each sales rep. This targeted plan is based upon the individual’s results and can be implemented by the individual or by the sales manager.