Transcript What does my ISAT tell me?

What does my SSAT tell me?
How to read your SSAT results
Dave O’Brien, Senior Associate
Open your SSAT Report
Go to Page 2 for your scores
There are five areas of influence:
Open
Investigate
Present
Confirm
Position
9:45
Sales Skills Assessment Tool®
MEASURES 5 Consultative Sales Skills
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OPEN – Building Trust & Credibility
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INVESTIGATE – Uncovering A Person’s Motivation and Needs
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Articulate Value
Link Capabilities to Client’s Situation
Influence Through Involvement
Establish Value: Client Relevance
Differentiation & Solution Accuracy
CONFIRM – Gaining Agreement, Confirming Next Steps
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5.
Strategic Questioning
Investigative Questioning
Verbal Summary: Proof-Of-Listening
Uncover Decision-Making Criteria
Examine Client’s Financial Perceptions
PRESENT – Tying Capabilities to Needs
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4.
Setting the Verbal Agenda
Managing The Opening
Handling Early Objections
Managing Client Expectations
Capturing Client Mindshare
Ask For Agreement
Utilize the Objection Handling Process
Answer Objections Accurately
Convince Multiple Decision-makers
Create “Advocates”
POSITION – Building Customers For Life
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Positioning yourself to work together for the long term
Plan your interactions with clients in advance
Execute thoroughly to add value for your clients
Check-in regularly with clients to anticipate challenges
Proactively introduce ideas and resolve problems
Individual Results: Stephanie Armstrong
Reflection Guide
Results in Line with Your Expectations:
Surprises You See in the Data:
Potential Explanation of Surprises:
Actions:
What do I take away?
Low score but you’re doing well at work
You are doing well thanks to muscle and effort – but not due to skill. With hard work
and skill improvement, you will create more results with less effort
High score but you want to do better
You know what to do but are not executing. Sometimes this is situational and
sometimes it is discipline and sometimes it is practice.
Low score and you want to do better
You need more skill and time to practice the skills. It is about learning how to
influence and learning how to implement the skills.
High score and you are doing well at work
You know what to do and are able to execute. This zone allows you to achieve high
results. Additional skills leverage your strengths to even greater results.
Next Steps
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Start thinking of influencing as a process
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Start asking questions before you present your ideas
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Think about what drives the person you are trying to influence
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Consider the Customer Focused Selling Workshop
This two day workshop teaches the sales process and helps you develop the
core leadership skills.