Selling Skills

Selling Skills Inventory

The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process. Not only does this instrument measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use.

Learning Outcomes
Identify selling skills strengths and weaknesses. Understand and utilize a model for collaborative selling. Learn how to be viewed by customers as a partner, not a manipulator.
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 4 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. Sub scores measure effectiveness in each of the 6 steps of the Collaborative Selling Process. Participants then learn about The Collaborative Selling Process Model.
Uses for the Selling Skills Inventory:

The Selling Skills Inventory is perfect for selling situations in which building long-term customer relationships is critical to the selling process. Appropriate for use with individual sales reps, a group of sales reps in a regional office, or all the sales reps in an entire organization. The Inventory can also be used for individuals who have expressed interest in the area of sales. It may be used by any internal or external sales training consultant, sales training manager, or sales manager with sales rep development responsibilities. Some of the ways in which the Selling Skills Inventory can be used include:
As a part of a program to train sales reps in face-to-face selling skills As a development tool used by a sales manager to coach sales reps in conducting sales calls using a collaborative sales approach. As an individual assessment tool to help a sales rep identify his or her own selling skills strengths and improvement needs. As a tool to help sales reps gain insight into how to conduct successful, face-to-face sales calls using a collaborative sales approach. Go to HRDQ to learn more about this sales tool.
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What’s My Selling Style

What’s My Selling Style is an assessment for management development training that helps salespeople understand how to personality can help them achieve better sales performance. Individuals identify their own personal style, learn how to speed read another person’s style and then adapt their style to match others.
What makes one salesperson successful and another unsuccessful? Popular books target characteristics such as ambition, initiative, self-confidence, tact…the list goes on. The common thread? Personality! Whether or not salespeople are aware of it, their personality shines through every interaction.

Understanding the role personality plays in the ability to close a sale is important. It’s easy when a salesperson’s personality closely matches his or her client’s personality. But oftentimes difficulties arise when a salesperson’s style does not match the client. For instance, a salesperson who works hard at building a relationship through friendly conversation is likely to encounter resistance from a client who just wants a quick answer.
Salespeople who know their own personal selling style and are able to flex it to match their clients’ personal style are more successful than those who don’t. What’s My Selling Style is a quick and easy way to identify personal style, pinpoint their clients’ styles, and then make adjustments to more closely match their clients where necessary.

Based on the proven personality theories of Marston and Jung, the self assessment measures an individual’s preference for one or more four basic behavioral styles: Direct, Spirited, Considerate and Systematic. With this knowledge, individuals can better understand their behavior, the behavior of others, improve people skills, and effectively manage interpersonal relationships.

Learning Outcomes:

Identify one of 4 personal selling-style preferences.Understand how to leverage style strengths and avoid trouble spots. Learn the clues to determine customers’ personal styles. Discover how to adjust to match the customer’s style. Find out how to sell to any personal style.

Theory and Development

The power behind What’s My Selling Style and the HRDQ Style Series products lies in the simple but effective model for understanding human behavior. Based on the proven personality theories of Marston and Jung, the model identifies two basic dimensions of personal style: Assertiveness and Expressiveness. Assertiveness is the effort a person makes to influence or control the thoughts or actions of others. Expressiveness is the effort that a person makes to control his or her emotions and feelings when relating to others. Combining the two dimensions results in a four-quadrant model with four unique personal styles: Direct, Spirited, Considerate, and Systematic. The simplicity of the HRDQ Style Model is easy for trainers to facilitate and memorable for individuals and salespeople to apply.

Uses for the Assessment

What’s My Selling Style is appropriate for anyone to use for both personal and management development. The assessment can be used as a standalone training assessment, or it can be incorporated into a more comprehensive sales or negotiating training program.

How It Works:

What’s My Selling Style starts with a 20-item self assessment that takes approximately 10 minutes to complete. Individuals complete each sales-related statement with the word or phrase that best describes their typical approach to sales. Scoring the assessment reveals a “My Selling Style Profile” and a dominant preference for one or more four personal styles: Direct, Spirited, Considerate, and Systematic.

If you are planning to use What’s My Selling Style in a classroom training session, we recommend you allow approximately 1 hour for interpretation of scores, topic discussion, debrief, and action planning. The What’s My Selling Style Facilitator Guide includes everything you need to lead a successful training session from comprehensive background information and activities, to reproducible handouts and even a professional PowerPoint presentation. The Facilitator Guide also offers an easy-to-follow workshop outline that expands What’s My Selling Style into a 1.5-hour program.
Learn more at the HRDQ store.Click here to visit HRDQ

Sales Training Activities

Sales Training Activities

Sales training isn't just for sales reps anymore — customer service and other support staff can also benefit from developing selling skills! Support all of your sales training needs with 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 universal 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.

Uses for Sales Training Activities:

The open-content style of the activities makes the exercises suitable for most types of organizations and training courses. By mixing at least 3 different formats (working in small groups/pairs, as individuals, and in the group as a whole) to cover the same points, you can greatly increase learning retention and effectiveness.
Use this sales tool & go to HRDQ.Click here to visit HRDQ

Sales Training Activities For Sales Managers & Trainers addresses a full range of skill areas including:

Building rapport
Improving communication
Goal setting
Achievement planning
Improving questioning techniques
Priority setting
Analysis Developing
persuasive and creative skills
Lateral thinking
Quick thinking
customer needs
and positive attitude Injecting dynamism into presentations And more

Product Contents:

Step-by-step facilitator guidelines, Overview of the activities and exercises, Learning objectives, Reproducible participant materials, Tips and ideas.
Activities include:

Icebreakers and Energizers: · Gift of Gab · Personal Introductions with a Twist · Three-Letter Words · Acronym Quiz · Human Bingo · Jargon Quiz · Three Things in Common · Hot Potato · Ten Questions about You · Sales Graffiti · Euroland Quiz
Subject Breakers: · Helping Buyers to Buy · Sales Presentation — Do’s and Don’ts · Customer-Focused Selling · Cold-Calling Blues! · The Sales Factory · Who or What Won the Sale? · Nothing Happens Until Someone Sells Something
Models and Methods: · Setting Your Own Goals · Key Questioning Skills · Selling Benefits · Most Common Objections · Closing Questions · Pipeline Planning · Customer Fact-Find · Selling by Telephone · Rent Payers and Sleeping Giants · The John Todd Formula
Quizzes and Questionnaires: · Product Knowledge · Company Knowledge · Presentation Skills · Questioning Skills · Rapport Building · Objection Handling · Sales Time Management · Prospecting
Group Energizers: · Discussion Group · What Do You Like about Selling? · The Easiest Job in the World! · Personal Sales History · Pirate Raid · My Greatest Sale · My Worst Sales Appointment · Top Five Sales Qualities · Selling Paper Clips · Wordsearches and Crosswords
Problem Solving and Planning: · Boss for a Day · Who Killed the Sale? · Cost Effective PR · SWOT Analysis · Sales Improvement Brainstorm · Referral Planning · The Sales Doctor · Persuasive Writing Skills #1 · Persuasive Writing Skills #2 · Preparing for a Sales Call
Role Plays, Practice Sessions, and Case Studies: · Appointment Making · Thirty-Second Presentations · Chance Encounter · Negotiation Skills · Needs Analysis · Think Positive! · The Big Presentation · Telling Is Not Selling · Presenting with Power · Closing and Trial Closing
Skill Boosters: A collection of trigger questions, tasks, and ideas to liven up any training or coaching session.
Buying Signals, Closing Questions, Sales Success Formula: E = MC2, Increasing Order Size, Follow Up, Sales Pipeline, Referrals, Time Wasters, How to Double Your Sales, Success Definition, Goal Setting, Lost Sales Opportunity, Best Customers, Thirty-Second Presentation, Preparation, Sales Skills, Sales Analysis, Sales Activity, Sales Questions, and Mental Rehearsal. Learn more at HRDQ.Click here to visit HRDQ

Selling Essentials: Understanding the Sales Cycle Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization.

Selling Essentials: Understanding the Sales Cycle is the first title in a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. Filled with an assessment, activities, worksheets, action planning, and more, this program requires individuals to take an active role in their learning. It starts with self-reflection and measurement, and then shifts the focus to the buyer with an exploration of customer-focused selling and decision-making patterns before ending with action strategies and planning.

Part of the bestselling Reproducible Training Library, Selling Essentials: Understanding the Sales Cycle includes a classroom program and e-learning workshop. Both versions are downloadable, customizable, reproducible, and intended for unlimited-use. That means once you purchase it, it’s yours to keep, make your own, and use over and over again.
Learning OutcomesAssess selling strengths and areas for improvement. Learn about the trends in today’s selling environment. Understand the concept of customer-focused selling. Learn the steps of the sales process and buying cycle. Discover how customers make decisions. Describe the steps in the sales process. Learn more at HRDQ.Click here to visit HRDQ

Selling Essentials: Prospecting and Territory Management Ask any sales professional about prospecting and most will tell you it’s their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it’s enough to cause even the most seasoned people to cringe. Some even point fingers claiming it’s not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence.

Selling Essentials: Prospecting and Territory Management gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. Title two of an in-depth training series, this customizable classroom program and e-learning workshop is packed with helpful tools, including worksheet templates, qualifying checklists, practice exercises, strategies, and more.

Learning Outcomes:

Learn practical tips for prospecting and qualifying customersDiscover how to develop a pipeline of profitable customersDetermine how to plan for sales opportunities Identify techniques for making contact with prospectsLearn to implement strategies for prospecting and territory management.Learn more at HRDQ.Click here to visit HRDQ

Downloadable, customizable, reproducible, and intended for unlimited-use, Selling Essentials: Prospecting and Territory Management is part of the Reproducible Training Library.

Selling Essentials: Opening the Sales Call

You never get a second chance to make a first impression. Ten seconds or less. That’s how long the window of opportunity is open for your salespeople to grab a client’s attention. And that’s why it’s vitally important to arm them with the tools that enable them to be confident, sincere, engaging, and successful—before they set foot in their next face-to-face sales call. With the proper knowledge and preparation, your salespeople can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients. Selling Essentials: Opening the Sales Call does just that. The third installment of the in-depth training series, this half-day classroom program and one-hour e-learning workshop is all about learning how to make a great first impression, set a positive tone, and beat the competition.

Learning Outcomes

Understand the importance of preparation Learn an effective framework for opening face-to-face sales calls Discover the traits and characteristics that improve success rate Understand the importance of building rapport Learn how to overcome obstacles and resistance to change

Filled with practice activities, checkpoints, case studies, and more, Selling Essentials: Opening the Sales Call is part of the Reproducible Training Library, a full suite of unlimited-use classroom programs and e-learning workshops that are downloadable, customizable, and intended for unlimited-use. Once you own a title, it’s yours to keep, make your own, and use over and over again. Learn more at HRDQ.Click here to visit HRDQ

Telephone Skills Training Activities

Telephone Skills Training Activities

Everyone has been on the receiving end of poor telephone skills, yet none of us recognize the same faults in ourselves. The Telephone Skills Training Manuals, consisting of two separate volumes for inbound and outbound calls, is designed to introduce, reinforce, and strengthen fundamental telephone skills for handling customer service and sales calls. The activities encourage participants to reflect on their experiences, share successes, learn from past mistakes, and practice new skills and techniques. Telephone Skills Training Manual Learning Outcomes: Develop and strengthen telephone skills, Improve self-awareness, Observe behavior, Give and receive effective feedback, Create a supportive work environment, Volume One – 38 Activities for Mastering Inbound Calls includes: How to Develop Your Telephone Personality, Building Rapport with the Customer, The Importance of Listening, The Criteria of a Successful Inbound Call, Handling a Complaint on the Telephone, and more.
Volume Two – 22 Activities for Mastering Outbound Calls includes: How to Turn Customers on to Your Proposition, Quoting the Price and Asking for an Order, Handling Rejection in a Positive Way, The Cold Call, Telephone Account Management, and more.

The Telephone Skills Training Manuals are perfect for anyone who wants to improve their inbound, outbound, and basic telephone skills, including receptionists, telephone sales staff, customer service representatives, credit control staff, and other specialists. Organized in 3-ring binders, each volume includes a planning checklist, a training needs questionnaire, a closing checklist, tips for trainers, reproducible participant handouts and worksheets, facilitator instructions, overhead transparency masters, and action plans.
Find more at HRDQ: Click here to visit HRDQ

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