IMPACT Selling™
Consultative, Solutions-Based Sales Training Program
Our sales training program, IMPACT Selling™, is a proven, six-step, consultative, customer-focused, principles-based, real-world tested selling system for your salespeople to follow. The world is full of sales training programs, but IMPACT Selling™ is unique because it integrates our Sales Champion Battery™ assessment tool into the training. That way, your salespeople learn a powerful sales process, as well as their personal strengths and weaknesses inside of each step.
Just because a salesperson knows "what" to do, does not mean they "will" do it. For example, they might know how to cold call or ask for the sale, but they might fear rejection or objections and, therefore, not prospect or close the sale. Our integrated sales training enables your salespeople to gain much greater insights and empowerment in the sales process.
Most sales training programs are "event" driven. They require the salesperson to do little pre-work in preparation for the sales training program. In addition, most sales training offers very little follow-up and reinforcement of the sales concepts taught. In short, the sales training fails to drive the short-term learning into their long-term memory and the subsequent behavioral change in the salesperson. You waste your money.
- Only seasoned sales trainers conduct the sales training
You need to have confidence that the sales trainer can answer the tough questions from your sales team. Our sales trainers have the real-world experience you're looking for. How? Because they sell everyday. just like your salespeople. Our trainers are sales professionals who know how to train. not contract trainers who've never sold!
- Salespeople learn principles, not just techniques
Salespeople learn and retain more from solid, real-world tested sales principles. not a myriad of "old-school" techniques. Contemporary, consultative, customer-focused and relevant, our sales process is proven, usable and ready to implement immediately.
We take the time to understand your organization, industry, products/services and objectives in order to craft a program that is right on target for your sales team. You know your company better than anyone and we will reflect that knowledge and experience in the sales training program.
- On-going learning tools for long-term retention and application
That which is reinforced. is done. The concepts, principles and strategies from the sales training program must be consistently reinforced over time to move the information from the short-term memory to the long-term. It must become natural to your salespeople in the sales process - an unconscious competence.
- Salespeople are held accountable for their education
After the sales training and the reinforcement phase begins, your salespeople must be held accountable for the time, effort and resources you've invested in them. You can determine the level of understanding, retention and application in the field through our accountability systems.
- All of the systems and tools fit together seamlessly
All of our sales training, pre-work, customization, reinforcement tools and accountability systems fit together seamlessly. You can invest in some or all of the pieces knowing that they work together to help your sales team improve their performance in the field.
- Generate leads and consistently fill their pipeline
- Qualify prospects to ensure they invest their time with the best opportunities
- Develop trust and rapport with the buyer
- Ask the right questions, uncover needs and analyze issues
- Deliver an on-target solution perfectly aligned with the customers needs, desires and wishes
- Validate their claims and substantiate why they offer the best solution
- Close the sale and develop a long-term relationship
- Generate repeat business and leverage referrals for maximum market penetration
- Minimize and prevent objections - no more wrestling with the buyer
- Become skilled at building value in the mind of the buyer
- Learn how to position themselves as competence, professional business advisors
Our sales training program will benefit you greatly because of these reasons:
- Have a platform for coaching - develop your sales team into exceptional salespeople
- Gives you and your team a common language - no more ambiguity about which step they're in
- Conduct more effective sales meetings - you can reinforce the principles in each step every week
- Gain confidence in your Sales Management role - no more uncertainty when salespeople ask you questions like "What do I do next?" or "How do I handle this situation?"
Discover the impact that IMPACT Selling™ sales training can have on your sales team's performance.
Contact us: 866-350-4457
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