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YOUR BUSINESS IS IN THE HANDS OF YOUR SALES PERSONNEL
Can they sell?
Do they understand the sales process?
Are they treating each sales situation the way top salespeople do?
The IDS Sales Strategy Index will answer all those questions and more!
• IDS Sales Strategy Index helps to ensure that your sales personnel will handle each sales opportunity correctly.
• Especially designed for outside sales.
YOU CAN TAILOR YOUR TRAINING
Coaching and managing can be tailored to the different needs of each salesperson after your sales force has completed the Sales strategy Index training. It can be used for both pre- and post- measurement, complementing all other sales material.
The IDS Sales Strategy Index presents 54 different "real life" sales situations. Each situation has four alternative ways to be handled. Respondents are given the opportunity to rank the four alternatives from "best" to "worst." By comparing their response with those of proven top sales professionals, a report is generated showing strengths, weaknesses and how well they understood sales strategy in seven categories.
The Sales Strategy Index covers seven Different steps in the Sales Process.
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Prospecting - Cold Calling Skills, Time and Territory Management Skills, Telephone Skills, Self-Starting Capacity, Handling Rejection, Persistence
First Impression - Engaging Customer, Projecting Rapport, Courteous and Polite, Relating with Others, Evaluating Others, Taking Initiative in Meeting with Others
Qualifying - Qualifying Buyers, Questioning Strength, Accurate Listening, Understanding Needs, Patience, Maintaining Goal Focus
Demonstration - Giving and Effective Presentation, Persuading Others, Balanced Communication, Concrete Organization, Personal Flexibility, Using Common Sense
Influence - Solving Sales Problems, Identifying Buying Signals, Maintaining Trust, Emotional Connection, Correct Use of Resources, Problem Resolution
Closing - Dealing with Objectives, Closing the Sale, Identifying Objections, Courage, Self-control, Being Results-Oriented
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BENEFITS
• Simplifies sales training.
• Allows managing and coaching to be focused on areas that produce results.
• Builds confidence.
• Identifies the sales strategy knowledge areas that are needed to sell a specific product/service in a given market.
• Identifies new sales applicant's strengths and weaknesses.
• Identifies specific training or management needs of a salesperson or sales force.
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