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A Focus on Growth

Creating growth opportunity…and value

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PI Worldwide since 1955

PI Clients PI Licensee Representation Future

PI Worldwide:Founded 195545 Offices globally250 ConsultantsActive in 143 countriesPI in 63 languages7,500 plus clients45,000 analysts

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PI Process

• Accurate Statistical Assessment• Informed, targeted training• Proven Management Skills• Expert Consulting

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PI Application Model

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Predictive Index®

MOTIVATING NEEDSBEHAVIORS/DRIVESAPTITUDES/STYLES

SKILLS

EDUCATION&

TRAINING

EXPERIENCE

ATTITUDES&

VALUES

INTERESTS

LITERACY&

LANGUAGE

PHYSICAL&

HEALTH

INTELLIGENCE

KNOWLEDGE

What PI Measures

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Predictive Index

• The PI Organization Survey checklist assesses the motivating needsmotivating needs and resulting work behaviorswork behaviors of individuals

• The PRO Worksheet for Job AnalysisJob Analysistranslates the demands of a jobdemands of a job into a pattern.

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Comprehensive…

The Behavioral Pattern

The JobPRO

The Job Analysis

PI Organization SurveyChecklist

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PI Application Model

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Predictive Leadership Seriesmodules

Personal Personal Development Development

StrategiesStrategies

Predictive Predictive Selection and Selection and InterviewingInterviewing

Predictive Predictive SellingSelling Setting the Setting the

Right GoalsRight Goals

Building Building TeamsTeams

People SmartPeople SmartCommunicationCommunication

ResolvingResolvingConflictConflict

Leading Vs. Leading Vs. ManagingManaging

EmpoweringEmpoweringYour Your

OrganizationOrganizationPIPI

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Selling Skills Assessment Tool (SSAT)

&Customer-focused Selling

(CFS)

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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 credibilityInvestigate – Identifying client needsPresent – Presenting products and services and articulating valueConfirm – Handling objections and gaining agreement for salePosition – Creating customers for life with effective positioning

SSAT is available in many versions to accommodate various sales positions and industries

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Output

SSAT provides accurate statistical data that mirrors your organizational structureView of Sales of effectiveness could be through:

Individual reportsOverall summary of the entire sales teamEvaluation by departmentEvaluation by geographyEvaluation by titleOr any other grouping you may choose…

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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)

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Customer-focused selling

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What is Customer Focused Selling (Concept)

CFS is a consultative sales process – puts the needs of the customer firstIt’s a solution based approachSales rep works actively with a buyer in an atmosphere of earned trust and two way communication

Benefits and OutcomesIncreased Sales VolumeImproved Close ratioMore efficient and productive use of selling timeMore effective Sales Management ProcessLarger cross – selling volumeIncreased repeat and referral businessBetter differentiation from the competition

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Customer-Focused Selling

InvestigateIdentify the Motivating Buying FactorProspect/Prospect/

ClientClient

OpenBuild Trust & Credibility

PositionBuild Long-term Relationships

ConfirmGain Agreement Present

Apply Judgment &Offer Solutions

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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%

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Thank you