Selling Skills Assessment Tool (SSAT)  

Sales Force Excellence

Starts with a clear look
at where
you are today.

PI Worldwide’s Selling Skills Assessment Tool (SSAT) gives you the specific data you need to increase the sales skills and customer relationship management skills of your entire team. With various sales position and industry editions available to fit your situation, the easy-to-administer online survey includes 25 targeted, scenario-based questions that assess the critical skills essential to successful consultative selling.

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

The SSAT takes an objective look at your people’s strengths, their skills and specific areas that need improvement. It provides a detailed, accurate quantification of the selling abilities across your organization—vital information that lets you focus your sales training initiative for maximum impact and maximum revenue growth.

The statistical data you get from the SSAT is tailored to the way you manage your organization. In addition to individual reports and an overall summary of your entire sales team, you can evaluate the results by department, geography, title—or any other grouping you may choose.

pdfDownload Frequently Asked Questions-SSAT

Customized Sales Training

“ The PI Worldwide team completely 'got' our industry, quickly understood our world, and customized the training to have maximum impact immediately. Our senior account managers were able to internalize the tools and methods and used them the day after the training to substantially affect our pitch to close ratio”

—Margaret Coughlin; Chief Marketing Officer,
Work Family Directions Consulting

 

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Sales Force Excellence:

 

Case Studies:

BioScience Industry

Sales grew by 31% over a two year period and unit sales per day increased by 36% over the same period.

Public Relations

Sales goals were exceeded by 18% and sales revenue by 8.8%

Telecommunications Industry

The sales team reduced their budget by 40% and increased revenue by 20%.

Read More Case Studies

Articles: Effective Selling

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Master-mind Groups are a popular business concept. It is a gathering of people who support each other in various ways. It's a way to keep sharp in sales and learn from other top producers. Belonging to a group can be a way to generate leads and referrals - a well-designed Mastermind Group can quickly evolve into a more powerful resource. This white paper, written by Nancy Stephens, author of Customer-Focused Selling, shares four steps to ensure a Master-mind team that works well together.

2/22/2002 - Salesnet.com- How to Close the Sale

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