SSAT

Today's challenging marketplace demands that you help your team get to the top of their sales game and stay there. Knowledge is power. The foundation of leading a team includes continuous learning and growth of every team member. The Selling Skills Assessment Tool (SSAT) gives you clear and specific information necessary to increase the sales production of your entire team.

What is the SSAT? The Selling Skills Assessment Tool is an instrument that quantifies the sales skills and judgment skills of each participant. The SSAT contains 25 targeted questions to assess the five critical selling skills essential to all selling processes and the components of each area.

Your people must know how to:

Build trust and credibility
Investigate why the buyer buys
Present products/services and articulate value
Handle objections and gain agreement for the sale
Create customers for life with effective positioning

The survey also examines 25 elements of these skills (see What is SSAT Measuring?)

What do the Results of the SSAT tell me? The results of the SSAT tell you exactly where your team stands in regards to sales skills. You receive an Executive Summary comparing your entire sales force. The report identifies specifically what your entire team is most effective at, and what areas they have room for improvement. The SSAT also delivers a summary of your divisions/teams in comparison to your entire sales force. Finally, the SSAT produces a report by individual sales rep that compares them to the division/team and to the entire sales force.

What Can I do With The SSAT Information? The SSAT information provides you with specific data describing the targeted needs of the group, the needs of the division/team, and the needs of each individual sales rep. Using the SSAT data you can effectively focus your group sales training needs for maximum impact and your individual coaching plans for maximum sales growth.

How is the SSAT administered?
Choose Select the SSAT Version: Outside Sales, Call Center Outbound, Call Center Inbound, Account Growth, Professional Services, Internal Client, Legal, Real Estate, or Mortgage. Custom Versions Upon Request

Determine the number of participants, group names, and delivery date of the data
Administration of the SSAT via the web, all SSATs are submitted to the GSA Central Processing Center for Quality Assurance
Receive the final Executive Summary, Group Information, and Individual Reports.

Are There Any Other Reports Available? In addition to the core data, the SSAT can generate a Personal Coaching Plan for each sales rep. This targeted plan is based upon the individualís results and can be implemented by the individual or by the sales manager.

What is the Financial Investment for the SSAT?
Option 1: $150 per person; includes the SSAT Core Results
Option 2: $195 per person; includes the SSAT Core Results and Coaching Plan

How do I Get Started? Call 1-800-371-2264 or email info@ssatsurvey.com

What is SSAT Measuring?
The SSAT is measuring the core sales skills required for a customer-focused and consultative sales process. Listed in order, the five areas and what they include are:

OPEN:
This area explores how to build trust and credibility through managing client expectations.
Skills involved include:

Setting the Verbal Agenda
Managing the Sales Process Open
Handling Early Objections
Managing Client Expectations
Capturing Client Mindshare

INVESTIGATE:
This area examines how to accurately assess the situation and uncover client needs.
Skills include:

Strategic Questioning (balanced question mix)
Investigative Questioning (specific type of question)
Proof of Listening with a Verbal Summary
Examine Decision Making Criteria
Examine the Client's Financial Perceptions

PRESENT:
This area encompasses how to tie your capabilities to the client situation.
The skills demonstrated in this area include:

Value Articulation
Link Capabilities to Client Situation
Sell Through Involvement
Establish Value Through Client Relevance
Differentiation and Solution Accuracy

CONFIRM:
This area covers how to gain agreement and win the business.
The skills included in this area include:

Ask for the Business
Utilize the Objection Handling Process
Answer Objections Accurately
Sell to Multiple Buyers
Create Reseller

POSITION:
This area covers how to build long-term customers for life. The skills covered include:

Management of Client Expectations
Ask for Referrals
Cross Selling
Position for Future Opportunities
Customer Relationship Management