Training Resources For Peak Performance.
Selling Skills Inventory
- Objective - To improve selling
- Intended For - Anyone involved in
- Time Required - 1 to 3 hours
- Product Format - Instrument
Selling Skills Inventory #0810E3S05 - Set of 5 for
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:
strengths and weaknesses in face-to-face selling skills
and utilize a model for collaborative selling
the perception of sales from persuasion or manipulation to partnering
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.
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!
Author, Customer-Focused Selling
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
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
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.
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.
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Attend: Managers, supervisors, and professionals who negotiate as
part of their jobs
Recommended Group Size: 4 or more
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
Staff Director for
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.
how you can implement Negotiating By Design® in your organization!
Call us at 800-987-2463 or contact
us via email.
Research & Development Team
- Objective - To
reinforce the principles of collaborative negotiation
- Intended For - All
- Product Format -
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
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
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
- routinely face tough negotiating
- have become set in their negotiating
tactics and need a refresher
- are familiar with collaborative
negotiation, but lack the means to achieve it.
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
The comprehensive Facilitator Guide includes:
- supporting theory
- training design
- administrative guidelines for both the
Assessment and the Workbook.
- Objective: To improve
- 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 - $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
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.