Selling Skills Overview
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Selling Skills system overview

Our Selling Skills system helps you quantify and improve the skills needed to execute a successful customer-focused and consultative approach to selling, manage a high-performing sales organization, assess the areas of strength and weakness within your organization, and then train your sales forces to master those skills to achieve better sales results.

 

 


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Data


Selling Skills Assessment Tool (SSAT)

PI Worldwide’s Selling Skills Assessment Tool provides the specific data you need to increase the sales production and customer interaction skills of your whole team by giving you an objective look at people’s strengths, skills, and areas for improvement. It provides a detailed, accurate quantification of the sales and judgment skills of individuals, teams and the company as a whole, and is designed for multiple sales positions and industries to mirror your specific situation. The easy-to-administer online survey assesses the five critical skills essential for a customer-focused and consultative approach to selling:

  • Building trust and credibility
  • Identifying client needs
  • Presenting products/services and articulating their value
  • Handling objections and gaining agreement for the sale
  • Creating customers for life with effective positioning

“The SSAT is one of the greatest sales tools you can have if you are a sales manager, VP of Sales or a GM. It identifies a person’s basic selling skills and the specific areas for improvement.”

Mike Eastwood, President, GVW


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Technology

To deliver the benefits of our Selling Skills system, our SSAT technology platform generates reports at the individual, team, and department levels, allowing you to collect, analyze, and apply assessment information most effectively.


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Knowledge


Customer-Focused Selling (CFS): for sales professionals

Customer-Focused Selling is an effective sales training program that provides all the core competencies needed for effective consultative selling, based on the areas of improvement identified by the Selling Skills Assessment Tool (SSAT). In a highly interactive learning format, CFS delivers the specific knowledge your team needs to consistently achieve better sales results. Participants leave the workshop ready to apply new skills to their everyday interactions with customers and prospects. CFS is available in one- and two-day formats.

For larger sales forces, CFS is available in a comprehensive, certified, Train-the-Trainer format which brings delivery and reinforcement back to your organization, and customizes the training to reflect your specific business environment.

 

Sales Coaching: for sales managers

Your sales managers are the critical leverage point for achieving consistent long-term sales improvement. Coaching is a sales management skill that is critical to the ongoing development of your sales reps. While Customer-Focused Selling teaches your people how to sell better, our coaching programs – Coaching for Sales Growth™ and  Coaching to Excellence™ – give sales managers the skills to drive day-to-day performance, quarter after quarter. Many sales organizations have a typical bell curve – a small group of top producers, a small group of lower performers, and a larger group of adequate producers who have not reached their potential. Our two innovative and comprehensive sales coaching programs give managers the skills to work with every rep along this continuum for improved performance.

 

Coaching for Sales Growth

Coaching for Sales Growth is a powerhouse one-day sales management coaching program that combines selling skill metrics with behavioral data by leveraging both the SSAT and Predictive Index® data.  This energizing program gives your sales managers a proven four-step coaching process, advanced coaching skills, and practical application strategies. This highly effective combination of workforce analytics, including both skill and behavioral data, plus practical application, enables your sales managers to accurately coach for outstanding sales results.

 

Coaching to Excellence

Coaching to Excellence is a one-day sales management coaching program that leverages your organization’s selling skills metrics by using SSAT data for a fully customized result.  This energizing full-day program gives your sales managers a proven four-step coaching process, advanced coaching skills, and practical application strategies, and enables them to accurately coach for outstanding sales results.


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Expertise

Consultants from our PI Worldwide Member Firms are experienced business professionals who continue to guide you as you maximize our Selling Skills system offerings. Consultants help you solve business challenges and are committed to providing the best experience possible while maximizing the impact of our offerings in your organization.