Master Sales Skills Analysis 360 (MSA) measures 48 sales skills related to a star profile. The outcome shows a clear outline on the reasons why a top performer is better than all the others. Once the skills of top performers are known, the skills of all other team members can be developed in the only desired direction: the road to success! This instrument in addition helps to establish buying behaviour of the customer and matches this with the communication styles of the sales person. MSA can also be used in the (financial) service industry and is therefore applicable for soft sales management regarding disciplines like customer services and key accounting.
If you want to recruit and train on sales skills proven to be essential for your sales process, than MSA can not be missed. Focusing on the right areas will lead to better spending on development programs, more motivated staff and of course to better bottom line results.
How does one prepare?
– With sales statistics? Are they handed to you or are you responsible?
– Planning? Is this handed to you or are you responsible?
– Strategy? Is this handed to you or are you responsible?
– Follow-up? Is this done for you or are you responsible?
Which techniques are applied?
– Attract attention & make contact
– Handle objections
– Analyse needs
– Determine customer type
– Getting acceptance
Does one sell on product features, advantages or added values? Does one spend enough time in filling the pipeline? Does one like to keep track of hit ratios and does one realise the consequences of these figures? Can someone illustrate facts, use financial figures in a presentation, outline the benefits or visualise the advantages? Does one have any idea on the impression one makes after a call or visit? Does one know how to prioritise? Are employees being managed on the “real” key success factors? Are employees getting enough opportunities to grow and develop? Are all talents used in line with company goals?