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Selling Skills
The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process. Not only does this instrument measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use. Learning Outcomes The instrument begins with 18 selling situations — the type your sales reps are most likely to encounter during a sales call. Each scenario is followed by 4 alternative courses of action. By choosing the actions they would most likely take, individuals generate a profile of how well they use the skills required to sell successfully. Sub scores measure effectiveness in each of the 6 steps of the Collaborative Selling Process. Participants then learn about The Collaborative Selling Process Model. The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process. Appropriate for use with individual sales reps, a group of sales reps in a regional office, or all the sales reps in an entire organization. The Inventory can also be used for individuals who have expressed interest in the area of sales. It may be used by any internal or external sales training consultant, sales training manager, or sales manager with sales rep development responsibilities. Some of the ways in which the Selling Skills Inventory can be used include: People2People Sales Leads is a niche lead company that provides custom sales leads for your marketplace. All of our leads are our existing clients who are families that have requested our no cost services. Each client is individually hand generated, in-person, and face-
to-face and we allow you to use them for your selling needs.
What’s My Selling Style is an assessment for management development training that helps salespeople understand how to personality can help them achieve better sales performance. Individuals identify their own personal style, learn how to speed read another person’s style and then adapt their style to match others. Understanding the role personality plays in the ability to close a sale is important. It’s easy when a salesperson’s personality closely matches his or her client’s personality. But oftentimes difficulties arise when a salesperson’s style does not match the client. For instance, a salesperson who works hard at building a relationship through friendly conversation is likely to encounter resistance from a client who just wants a quick answer.
Based on the proven personality theories of Marston and Jung, the self assessment measures an individual’s preference for one or more four basic behavioral styles: Direct, Spirited, Considerate and Systematic. With this knowledge, individuals can better understand their behavior, the behavior of others, improve people skills, and effectively manage interpersonal relationships. Learning Outcomes: Identify one of 4 personal selling-style preferences.Understand how to leverage style strengths and avoid trouble spots. Learn the clues to determine customers’ personal styles. Discover how to adjust to match the customer’s style. Find out how to sell to any personal style. The power behind What’s My Selling Style and the HRDQ Style Series products lies in the simple but effective model for understanding human behavior. Based on the proven personality theories of Marston and Jung, the model identifies two basic dimensions of personal style: Assertiveness and Expressiveness. Assertiveness is the effort a person makes to influence or control the thoughts or actions of others. Expressiveness is the effort that a person makes to control his or her emotions and feelings when relating to others. Combining the two dimensions results in a four-quadrant model with four unique personal styles: Direct, Spirited, Considerate, and Systematic. The simplicity of the HRDQ Style Model is easy for trainers to facilitate and memorable for individuals and salespeople to apply. Uses for the Assessment
What’s My Selling Style is appropriate for anyone to use for both personal and management development. The assessment can be used as a standalone training assessment, or it can be incorporated into a more comprehensive sales or negotiating training program.
How It Works:
What’s My Selling Style starts with a 20-item self assessment that takes approximately 10 minutes to complete. Individuals complete each sales-related statement with the word or phrase that best describes their typical approach to sales. Scoring the assessment reveals a “My Selling Style Profile” and a dominant preference for one or more four personal styles: Direct, Spirited, Considerate, and Systematic.
If you are planning to use What’s My Selling Style in a classroom training session, we recommend you allow approximately 1 hour for interpretation of scores, topic discussion, debrief, and action planning. The What’s My Selling Style Facilitator Guide includes everything you need to lead a successful training session from comprehensive background information and activities, to reproducible handouts and even a professional PowerPoint presentation. The Facilitator Guide also offers an easy-to-follow workshop outline that expands What’s My Selling Style into a 1.5-hour program.
Sales Training Activities Sales training isn't just for sales reps anymore — customer service and other support staff can also benefit from developing selling skills! Support all of your sales training needs with Sales Training Activities, a mix of over 80 ice breakers, role plays, games, and exercises that are the perfect addition to any type of sales training.
Relevant to all types of industry and personnel, Sales Training Activities focuses on universal sales knowledge and skills — skills that are completely transferable across all organizations and situations. In fact, most of the activities use an "open content" approach, meaning that participants use their own examples and experiences as the main subject.
Uses for Sales Training Activities:
The open-content style of the activities makes the exercises suitable for most types of organizations and training courses. By mixing at least 3 different formats (working in small groups/pairs, as individuals, and in the group as a whole) to cover the same points, you can greatly increase learning retention and effectiveness.
Sales Training Activities For Sales Managers & Trainers addresses a full range of skill areas including: Building rapport
Product Contents: Step-by-step facilitator guidelines, Overview of the activities and exercises, Learning objectives, Reproducible participant materials, Tips and ideas. Icebreakers and Energizers:
· Gift of Gab
· Personal Introductions with a Twist
· Three-Letter Words
· Acronym Quiz
· Human Bingo
· Jargon Quiz
· Three Things in Common
· Hot Potato
· Ten Questions about You
· Sales Graffiti
· Euroland Quiz
Selling Essentials: Understanding the Sales Cycle Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization. Selling Essentials: Understanding the Sales Cycle is the first title in a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. Filled with an assessment, activities, worksheets, action planning, and more, this program requires individuals to take an active role in their learning. It starts with self-reflection and measurement, and then shifts the focus to the buyer with an exploration of customer-focused selling and decision-making patterns before ending with action strategies and planning. Part of the bestselling Reproducible Training Library, Selling Essentials: Understanding the Sales Cycle includes a classroom program and e-learning workshop. Both versions are downloadable, customizable, reproducible, and intended for unlimited-use. That means once you purchase it, it’s yours to keep, make your own, and use over and over again. Selling Essentials: Prospecting and Territory Management Ask any sales professional about prospecting and most will tell you it’s their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it’s enough to cause even the most seasoned people to cringe. Some even point fingers claiming it’s not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence. Selling Essentials: Prospecting and Territory Management gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. Title two of an in-depth training series, this customizable classroom program and e-learning workshop is packed with helpful tools, including worksheet templates, qualifying checklists, practice exercises, strategies, and more. Learning Outcomes: Learn practical tips for prospecting and qualifying customersDiscover how to develop a pipeline of profitable customersDetermine how to plan for sales opportunities Identify techniques for making contact with prospectsLearn to implement strategies for prospecting and territory management.Learn more at HRDQ.Click here to visit HRDQ Downloadable, customizable, reproducible, and intended for unlimited-use, Selling Essentials: Prospecting and Territory Management is part of the Reproducible Training Library. Selling Essentials: Opening the Sales Call You never get a second chance to make a first impression. Ten seconds or less. That’s how long the window of opportunity is open for your salespeople to grab a client’s attention. And that’s why it’s vitally important to arm them with the tools that enable them to be confident, sincere, engaging, and successful—before they set foot in their next face-to-face sales call. With the proper knowledge and preparation, your salespeople can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients. Selling Essentials: Opening the Sales Call does just that. The third installment of the in-depth training series, this half-day classroom program and one-hour e-learning workshop is all about learning how to make a great first impression, set a positive tone, and beat the competition. Learning Outcomes Understand the importance of preparation Learn an effective framework for opening face-to-face sales calls Discover the traits and characteristics that improve success rate Understand the importance of building rapport Learn how to overcome obstacles and resistance to change Filled with practice activities, checkpoints, case studies, and more, Selling Essentials: Opening the Sales Call is part of the Reproducible Training Library, a full suite of unlimited-use classroom programs and e-learning workshops that are downloadable, customizable, and intended for unlimited-use. Once you own a title, it’s yours to keep, make your own, and use over and over again. Learn more at HRDQ.Click here to visit HRDQ
Telephone Skills Training Activities
Everyone has been on the receiving end of poor telephone skills, yet none of us recognize the same faults in ourselves. The Telephone Skills Training Manuals, consisting of two separate volumes for inbound and outbound calls, is designed to introduce, reinforce, and strengthen fundamental telephone skills for handling customer service and sales calls. The activities encourage participants to reflect on their experiences, share successes, learn from past mistakes, and practice new skills and techniques.
Telephone Skills Training Manual Learning Outcomes:
Develop and strengthen telephone skills,
Improve self-awareness,
Observe behavior,
Give and receive effective feedback,
Create a supportive work environment, Volume One – 38 Activities for Mastering Inbound Calls includes: How to Develop Your Telephone Personality, Building Rapport with the Customer, The Importance of Listening, The Criteria of a Successful Inbound Call, Handling a Complaint on the Telephone, and more. The Telephone Skills Training Manuals are perfect for anyone who wants to improve their inbound, outbound, and basic telephone skills, including receptionists, telephone sales staff, customer service representatives, credit control staff, and other specialists. Organized in 3-ring binders, each volume includes a planning checklist, a training needs questionnaire, a closing checklist, tips for trainers, reproducible participant handouts and worksheets, facilitator instructions, overhead transparency masters, and action plans.
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