Introduction To PI Worldwide
- 1. A Focus on Growth Creating growth opportunity…and value 1
- 2. PI Worldwide since 1955 PI Worldwide: Founded 1955 45 Offices globally 250 Consultants Active in 143 countries PI in 63 languages 7,500 plus clients 45,000 analysts PI Clients PI Licensee Representation Future 2
- 3. PI Process • Accurate Statistical Assessment • Informed, targeted training • Proven Management Skills • Expert Consulting 3
- 4. PI Application Model 4
- 5. Predictive Index® 5
- 6. What PI Measures SKILLS EXPERIENCE ATTITUDES & VALUES KNOWLEDGE INTERESTS EDUCATION LITERACY & & TRAINING LANGUAGE INTELLIGENCE PHYSICAL & HEALTH MOTIVATING NEEDS BEHAVIORS/DRIVES APTITUDES/STYLES
- 7. Predictive Index • The PI Organization Survey checklist assesses the motivating needs and resulting work behaviors of individuals • The PRO Worksheet for Job Analysis translates the demands of a job into a pattern. 7
- 8. Comprehensive… PI Organization Survey Checklist The Behavioral Pattern The JobPRO The Job Analysis 8
- 9. PI Application Model 9
- 10. Predictive Leadership Series modules Predictive Selling Setting the Predictive Personal Right Goals Selection and Development Interviewing Strategies People Smart Building Communication Teams Resolving Conflict Leading Vs. Managing Empowering PI Your Organization 10
- 11. Selling Skills Assessment Tool (SSAT) & Customer-focused Selling (CFS) 11
- 12. What is SSAT SSAT is an easy to administer online survey, takes 25 – 30 mins to complete. Contains 25 targeted scenario based questions that assess the critical skills required for successful consultative selling. Measures: Open – Building Trust and credibility Investigate – Identifying client needs Present – Presenting products and services and articulating value Confirm – Handling objections and gaining agreement for sale Position – Creating customers for life with effective positioning SSAT is available in many versions to accommodate various sales positions and industries 12
- 13. Output SSAT provides accurate statistical data that mirrors your organizational structure View of Sales of effectiveness could be through: Individual reports Overall summary of the entire sales team Evaluation by department Evaluation by geography Evaluation by title Or any other grouping you may choose… 13
- 14. SSAT Diagnostic Tool: Sales Volume Relationship SSAT Sales SSAT Sales SSAT Sales SSAT Sales MUSCLE EXECUTION KNOWLEDGE LEVERAGE (identifies strength) (knowing-doing gap) (skills development) (remove obstacles) 14
- 15. Customer-focused selling 15
- 16. What is Customer Focused Selling (Concept) CFS is a consultative sales process – puts the needs of the customer first It’s a solution based approach Sales rep works actively with a buyer in an atmosphere of earned trust and two way communication Benefits and Outcomes Increased Sales Volume Improved Close ratio More efficient and productive use of selling time More effective Sales Management Process Larger cross – selling volume Increased repeat and referral business Better differentiation from the competition 16
- 17. Customer-Focused Selling Open Build Trust & Credibility Position Build Long-term Relationships Investigate Identify the Motivating Prospect/ Buying Factor Client Confirm Gain Agreement Present Apply Judgment & Offer Solutions 17
- 18. Some achievements • Call Tower inc a $10million telecom company in San Francisco increased sales by 20% and positioned themselves for IPO • A Bioscience company increased sales by 40% using SSAT & CFS • A global Public Relations Company exceeded sales goals by 18% 18
- 19. Thank you 19