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Target Selling Insights Assessment
Sales Skills / Sales Process Knowledge – not DISC
Target Selling Insights
The Target Selling Insights (TSI) report is an objective analysis of an individual's understanding of
the strategies required to sell successfully in any sales environment.
Like any profession, selling has a body of knowledge related to its successful execution.
Target Selling Insights measures an individual's knowledge of the sales process.
Target Selling Insights Covers 6 Different Steps in the Sales Process:
– Target -- Prospecting
– Adapt -- Client Interaction
– Research -- Needs Analysis
– Guide -- Presentation
– Explain -- Influence
– Research -- Needs Analysis
– Transition -- Closing Sale
This assessment has 48 sales situations questions and takes approximately 45 minutes to complete.
Each situation has 4 alternative ways to be handled and are to be ranked best to worse.
The individial's overall sales effectiveness is based on the weighted scores in each of the 6 stages shown above and
is shown in a summary at the end of the report.
Identifying whether a person can or cannot sell is an essential component in predicting or improving sales success.
Sales knowledge is certainly not the only requirement for optimum sales performance.
Understanding effective sales strategy can help lead to success as long as the skills can be properly implemented.
However, just knowing sales theory is not enough, salespeople must utilize what they know.
This report will give feedback on an individual’s strengths and potential areas for improvement.
From this, an action plan can be created to focus on areas that need development.
Knowledge of strengths and weaknesses, along with a desire to excel, will allow salespeople
to target areas for professional sales growth.
Target -- Prospecting
This first stage of any sales process is where prospects are identified, detailed background
information isgathered, the physical activity of traditional prospecting is co-ordinated and an
overall strategy for face-to-faceselling is developed.
Adapt -- Client Interaction
It is the first stage of face-to-face trust building and sets the selling process in motion.
The goal is to gain positive acceptance andto develop a sense of mutual respect and rapport.
The face-to-face interaction between a prospect and the salesperson is designed to enable the
salesperson to display sincere interest in the prospect.
Research -- Needs Analysis
This is the questioning and needs analysis stage of the face-to-face sale.
It enables the salesperson to discover what the prospect needs / will buy, when they will buy, and,
under what conditions they will buy. It also allows the prospect to identify and verbalize their level of
interest and specific detailed needs in the product orservice the salesperson is offering.
Present product(s) or service(s) that fulfill the stated or implied needs and/or goals of potential buyer.
Explain -- Build Value & Overcome Buyer Resistence
This stage is designed to enable the salesperson to build value, overcome any doubts, and, provide
follow-up information. This stage of the sale solidifies the prospect's belief in the product or service.
Transition -- Closing Sale
The final stage includes asking for the sale, dealing with final objections, handling necessary negotiation
and completing the transaction to mutual satisfaction.
Individual's Sales Acumen Summary
Shows the individial's overall sales effectiveness based on weighted scores in each of the 6 stages of the sales process.
The Target Selling Insights report shows the individual's strengths, weaknesses and how well they understood sales strategy in the 6 categories, plus offers a summary.
Target Selling Insights benefits
– Identifies individual's strengths
– Identifies the sales strategy knowledge areas
that are needed to sell a specific product /
service in a given market
– Simplifies sales training and sales coaching
– Allows managing and coaching to be focused
on areas that produce results
Tailor Coaching and Training Efforts
Coaching and managing can be tailored to the different needs of each salesperson after your sales force has completed the Target Selling Insights assessment.
It can be used as both a before and after measurement, complementing all other sales performance material.
More Target Selling Insights assessment information:
Target Selling Insights report sample
Target Selling Insights Guide
Please contact us for pricing information
OTHER SALES ASSESSMENTS
Success Insights Sales assessment – Behaviors / DISC
Success Insights Sales report offers the sales professional an understanding of his/her natural sales style.
This report offers insights on how to adapt a specific sales style to give customers what they want.
Understanding Customer Perceptions
Overextended strengths can often be perceived as weaknesses. TTI Success Insights Sales report identifies these perceptions and
provides information onhow, under certain conditions (i.e., tension, stress or fatigue), customers may see this behavior as negative.
This knowledge will help the sales professional create an image that is positive and supportive in any business situation.
View more Success Insights Sales information
Success Insights Sales report sample
Success Insights Sales brochure
Behaviors / DISC + Motivators - Integrated + Avoidance pages – 2 reports in 1
Talent Insights Coaching – Sales
The Talent Insights Coaching report was designed to increase the understanding of an individual's talents.
This report provides insight to two distinct areas – behaviors and motivators. Understanding strengths and weaknesses
in both of these areas will lead to personal and professional development and a higher level of satisfaction.
It also integrates the two in a third section. Avoidance pages are now added to the behaviors and the motivators sections.
The absence of a behavioral factor may provide insight into areas of a current environment that can cause added stress.
Based on research, situations are identified that should be avoided or minimized in a person’s day-to-day environment.
By understanding the contribution of a low behavioral style, we are able to better articulate a person’s talents.
This page will highlight areas in which a person lacks appreciation for an opposing motivator. The information will teach
the individual how to manage his/her way through discussions focusing on his/her #6 motivator.
View more Talent Insights information
Talent Insights Coaching - Sales report sample
Behaviors / DISC + Motivators - Integrated + Avoidance pages + Soft Skill Competencies – 3 reports in 1
TriMetric DNA Coaching – Sales
This report blends Behaviors / DISC, Motivators, and Competencies. Based on responses to the Personal Soft Skills Indicator™
questionnaire of the assessment, the DNA part of the report indicates the individual's development of 25 personal skills.
View more TriMetric DNA Coaching information
TriMetric DNA Coaching - Sales report sample
TriMetric DNA brochure
RELATED TRAINING TOOLS
Selling With Style Sales Role Exercise Kit (G-SR)
This training and seminar resource offers three exercises that show how behaviors impact any sales situation.
The kit is designed to be printed on an as needed basis and includes the following exercises:
– Group Sales
– Identifying Buying Styles-Single Style
– Identifying Buying Styles-Multiple Styles
View more Selling With Style Sales Role Exercise Kit information.
Please contact us for more information and pricing.
These assessments are not a measure of intelligence, values, skills, experience, education or training.
View information about all of the Online Assessments / Reports
GROUP WHEELS – for Online Assessments
Behaviors / DISC Group Wheel information
Motivators / 12 Driving Forces Group Wheel & Bar information
COURSEWARE– facilitator material, participant workbooks, games
Role Exercise Games
Behaviors / DISC options
Motivators / Attitudes / PIAV options
Combined Behaviors / DISC + Motivators
Sales / Selling related
Emotional Quotient - Emotional Intelligence
Leadership Development Program
TTI DISC / Behaviors Technical report
TTI Motivators Technical report
TTI DNA Competencies Technical report
TTI Combined Technical reports
Emotional Quotient Technical report
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Wednesday, December 12, 2018