Training Resources For Peak Performance.

	Selling Skills Inventory Third Edition Kenneth R. Phillips   Objective - To improve selling skills Intended For - Anyone involved in face-to-face sales Time Required - 1 to 3 hours Product Format - Instrument   Selling Skills Inventory #0810E3S05 - Set of 5 for $45.00

Teach your salespeople the basics of smart, collaborative selling with the revised and expanded Selling Skills Inventory. Not only does this instrument measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use. How it works: 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 four 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. Selling Skills Inventory Learning Outcomes: Identify strengths and weaknesses in face-to-face selling skills Understand and utilize a model for collaborative selling Change the perception of sales from persuasion or manipulation to partnering with customers The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process, custom-made product or service solutions are required to meet customer needs, and/or multiple decision makers are involved. "For maximum impact, I administer the Selling Skills Inventory to benchmark each participant and find their areas of growth. Next, I provide skill development with my own book, Customer-Focused Selling. This dynamic combination creates consistent and predictable sales results!    Nancy J. Stephens Author, Customer-Focused Selling The Selling Skills Inventory consists of: Participant Guide: 18-item inventory with pressure-sensitive scoring, complete sales model, scoring instructions, and action planning. Order one guide per participant.  $9   Facilitator Guide: Administrative guidelines, theoretical background, preparation guidelines, selling environment matrix, collaborative selling process, workshop design, technical information, and CD-ROM with a free Microsoft® PowerPoint® presentation, certificate of achievement, training evaluation, and overhead transparency masters. Order one guide per facilitator.    $95

• 101 Objections Overcoming Obstacles to Successful Selling Amy Judith Tananbaum Objective: To practice skills required handle objections effectively Intended for: Anyone involved in the sales process Time required: 30 minutes – 1 hour per game Each game trains: Up to 15 participants Product format: Game    $199.00      Ask any sales representative what the most difficult aspect of the sales process is and he or she will most likely tell you, “Overcoming customer objections.” The successful handling of objections is a delicate skill that requires sales representatives to ask the right questions, identify customer needs, and satisfy expectations. New from HRDQ, 101 Objections is a learning tool that offers proven techniques for managing this aspect of the sales cycle, including an Affinity Diagram, a Decision Equation, and the Four A’s Model, an effective step-by-step approach for handling objections. How 101 Objections works: The training begins with an introduction to the different categories of objections, and a lecturette that familiarizes participants with the decision-making process and the Four A’s Model. Then, using cards that present realistic sales objections, participants practice conquering them using the four-step approach. The four card games can be played independently or combined with each other depending on participant needs and timeframes. Finally, action planning enables participants to apply their learning to potential real-life sales objections. 101 Objections Learning Outcomes: Discover how purchasing decisions are made Identify four categories of objections Use a reliable model for responding to objections Practice responding to typical customer objections Apply skills to real-life objections Easy to prepare for and facilitate, the game is neatly packaged in a 3-ring binder with a convenient pocket for training materials. Perfect for training individuals or large groups, 101 Objections can be run as a stand-alone exercise or integrated into a sales-related training program.

  DiSC TM Sales Strategies

  Gain the competitive advantage of DiSC and improve effectiveness and adaptability of every member of your sales team.  DiSC TM Sales Strategies helps new and experienced sales people alike to:

  • keep the focus on customer needs

  • create and maintain relationship-based sales

  • meet sales goals by developing competencies in a wide variety of selling situations

  • reduce direct sales costs by increasing sales call effectiveness

  

DiSC Sales Strategies can be taught in two days, or in six modules over time.  The program covers five key sales areas:

• Increasing Sales through Adaptability
• The Influence of Styles on Selling and Buying
• Identifying Your Customer's Style
• Strategies for Adapting to Your Customer
• Letters, One-on-One and Group Selling

  ---

DiSC® Sales Action Planner - Online Version Inscape Publishing's best-selling DiSC® Action Planners are now available online! Apply DiSC learning easily through the speed and convenience of the Internet! Key components can be printed out and used to carry out the selected plan. Completed Action Planners are then available online for reference viewing only. Product No: S-112 Category: Misc.

Create successful sales strategies and increase client receptivity to those strategies. Quickly identify a prospect's "comfort zone" surrounding the sales process and determine the best way to open the call, make the presentation, negotiate, close the sale, and maintain prositive client relationships. View more information about the Online version of this Action Planner.

Pricing: 1 - 9 $12.00 each 10 + $10.00 each

    

Who Should Attend: Managers, supervisors, and professionals who negotiate as part of their jobs Recommended Group Size:  4 or more participants Program Length:   2 days      "We put 150 sales and marketing managers through Negotiating by Design® this year, and they loved it! They particularly enjoyed learning about their own negotiating styles and discovering their power sources. It's made all the difference in my professional and personal life. I just used win-win negotiating to get a great deal on the car I wanted!"    Lisa Mathis, Staff Director for Sales Management, NYNEX Mobile                        Help your clients turn their managers and professional employees into collaborative negotiators with Negotiating by Design. This powerful 2-day learning experience shows participants how to prepare for negotiations, acquire the interpersonal skills needed to support the collaborative process, and achieve principled win-win agreements.    Based on the well-known N2 model of negotiating behavior, participants learn how to open and close negotiations effectively, find creative solutions to tough problems, and work through differences. Thousands of participants have discovered their personal approach to negotiating, and in many cases, moved to a more effective style. Negotiators who gain the insight provided by Negotiating by Design also learn the skills and methods required to achieve positive outcomes in more sensitive internal negotiations between work groups, departments, and divisions in which the relationship is as important as the subject of the negotiation.    Negotiating by Design participants will: Acquire new techniques for planning negotiations using an 8-step system. Learn and practice the collaborative N2 discussion model for negotiating with others. Improve interpersonal skills needed to support a collaborative negotiating style. Perfect methods needed for a 6 step collaborative discussion. Develop the ability to problem solve with difficult negotiators.

Learn how you can implement Negotiating By Design® in your organization! Call us at 800-987-2463 or contact us via email.

Building Negotiating Power HRDQ Research & Development Team Objective - To reinforce the principles of collaborative negotiation Intended For - All organizational members Product Format - Article

Reinforce the principles of collaborative negotiation with this informative and easy-to-read article. Step by step, readers will learn what it takes to become a collaborative negotiator —and how to avoid the most common negotiating pitfalls.

Dealing With Tough Negotiators HRDQ Research & Development Team      Objective - To teach the specific skills needed to handle difficult negotiations Intended For - Organizational members with prior negotiating experience Time Required - 1 hour for the assessment; 1 to 3 hours for workbook activities Product Formats - Instrument and Workbook  $20

You can't turn a tough negotiator into a collaborative, problem-solving partner. But you can achieve win-win outcomes if you apply the right negotiating techniques. HRDQ's Dealing with Tough Negotiators series will help your negotiators develop the skills they need.    The Dealing with Tough Negotiators series helps negotiators who: are about to enter into a particularly difficult negotiation routinely face tough negotiating partners have become set in their negotiating tactics and need a refresher are familiar with collaborative negotiation, but lack the means to achieve it.           Overview   The Dealing with Tough Negotiators Skills Assessment provides insight on how to deal with negotiations when a negotiating partner is less than collaborative. This 30-item assessment helps respondents identify their areas of strength and weakness in five key negotiating skill areas: Maintaining Composure Developing Data Refocusing the Discussion Being Creative Handling Information Strategically For a complete training package, follow the assessment with the Dealing with Tough Negotiators Workbook. It provides practice in applying the five key skills with the help of examples, prepared questions, and guidelines - the perfect tool for negotiators who are about to enter into a particularly difficult negotiation.    The comprehensive Facilitator Guide includes: supporting theory training design administrative guidelines for both the Assessment and the Workbook.

 

Sales Training Activities Graham Roberts-Phelps Objective: To improve selling skills Intended for: Any organizational member who is required to sell Time required: Ranges from 15 minutes to 1½ hours per activity Product format: Activity Binder Activity Binder - $134.50

Sales training isn't just for sales reps anymore - customer service and other support staff can also benefit from developing selling skills! Available at last is 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 generic 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. Sales Training Activities includes exercises for individuals, pairs, small groups, and larger discussions. By combining different formats to teach the same points, you can greatly increase the learning effectiveness and retention.  The handy 3-ring binder includes everything you need to run a training session, including learning objectives, step-by-step administrative guidelines, reproducible participant handouts, tips, and ideas.

 

Get more information.

Return to Training Resources.