TTI Assessments & Related Tools 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. Guide --Presentation 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        and weaknesses    –  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 Team report sample       Target Selling Insights Guide       Target Selling Insights brochure Please contact us for more information and pricing. 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. Behaviors Avoidance: 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. Motivators Avoidance: 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. OTHER ASSESSMENTS 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       12 Driving Forces / Motivators / Attitudes options       Combined Behaviors / DISC + Motivators       Sales / Selling related       Emotional Quotient - Emotional Intelligence       Leadership Development Program Additional Information     Sales - Top Performers Research     DISC - Verbal Barriers     DISC - 10 mistakes Technical Reports     TTI   DISC / Behaviors Technical report     TTI   Motivators Technical report     TTI   DNA Competencies Technical report     TTI   Combined Technical reports     Emotional Quotient Technical report Return to TTI assessments & training tools main page.

Thursday, April 25, 2024

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