What is SSAT Measuring?
The SSAT is measuring the core sales skills required for a customer-focused and consultative sales process. Listed in order, the five areas and what they include are: OPEN: This area explores how to build trust and credibility through managing client expectations. Skills involved include: Setting the Verbal Agenda Managing the Sales Process Open Handling Early Objections Managing Client Expectations Capturing Client Mindshare INVESTIGATE: This area examines how to accurately assess the situation and uncover client needs. Skills include: Strategic Questioning (balanced question mix) Investigative Questioning (specific type of question) Proof of Listening with a Verbal Summary Examine Decision Making Criteria Examine the Client’s Financial Perceptions PRESENT: This area encompasses how to tie your capabilities to the client situation. The skills demonstrated in this area include: Value Articulation Link Capabilities to Client Situation Sell Through Involvement Establish Value Through Cli
