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Individual,
Organization
and Position
Assessment
Before investing in hiring or training a salesperson, have you
evaluated all of these vitally important success factors?
Sales Skills? Sales Behavior? Sales Attitude?
Sales Motivation? Personal Competencies?
What capacities does the sales position require? Does the candidate
have them? Then, do they have the unique qualities required to fit
into your organization?
Use our Position and Personal Competency Analysis along with our
exclusive IMPACT Three™, an in-depth profile of 60+ skills,
behaviors, attitudes and values. It’s the world’s most thoroughly
integrated sales, position and personal competency assessment.
Each individualized IMPACT Three™ assessment answers five burning
questions:
-CAN this person sell? Current
level of selling skills. (Surprisingly, the least important
measure!)
-HOW does this person choose to
sell? Specific selling behaviors.
-WILL this person sell?
Attitudes toward taking actions needed for success.
-WHY does this person sell?
Level and sources of personal motivation.
-Will this person sell HERE? The
personal competencies someone has can either help or hinder their
capability to fit into your unique environment.
The IMPACT Three™ Assessment report corresponds step-by-step to the
IMPACT Selling process and training system. Personal competencies
are measured to see if a person has the capacity to fit into your
unique environment.
“This
dynamic, interactive approach to sales training has significantly
enhanced our level of professionalism and has dramatically improved
our overall sales performance.”
R.P.
President |
“IMPACT, your systematic approach
to sales development, allows good salespeople to dramatically
improve sales performance through a shift from product demonstration
to customer application. We have made subtle changes in our
University programs, however, IMPACT remains the centerpiece of our
sales development and leadership programs. With over 20 years
experience in the development of salespeople, never have we used a
more powerful tool that demonstrated such immediate results.”
J.S.
Vice President, Sales & Marketing
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Training
IMPACT Selling has elevated thousands of salespeople into the top
ranks of top performers. It’s a customer-centered, principles-based
approach that focuses on both the seller and the buyer.
When a salesperson applies the IMPACT Selling System® with a
customer or prospect, five things consistently happen:
Prospects open up immediately. Prospects listen with interest. The
salesperson focuses on what prospects both Need and Want (much more
powerful than traditional “Needs-only” based sales training). The
salesperson creates value that supercedes price. Seller and buyer
win more often!
IMPACT Selling is scientific, yet street-smart. In-depth, yet easy
to assimilate. Every salesperson is individually guided exactly
where and how to succeed!
Each participant receives our one-of-a-kind, personalized Sales
Success Prescription based on their personal IMPACT Three™
Assessment results.
Delivery can be through our highly skilled facilitators, licensing
arrangements, training of trainers, internet, audio, video or more.
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Reinforcement
The consistent failure of virtually all sales training initiatives
lies in a lack of ongoing, personalized and organized
follow-through. To achieve real mastery of any new selling strategy,
salespeople need to practice and reinforce how, when and what to
say. Not canned scripts or an occasional audio or CD reminder, but a
whole new sales vocabulary in which people become confidently
fluent.
Just as important, they need to use tools that simultaneously help
them sell better while supplying ongoing reinforcement. They need to
“Live Their Learning” everyday. This is an Impact Selling
uniqueness.
The IMPACT Selling System® acheives sustained focus through
intensive, repetitive reinforcement that can be utilized anytime and
anywhere, without additional seminars, travel or time-consuming,
day-to-day, involvement by sales managers.
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Measurable
Accountability
It is only when participants are rigorously and accurately measured
and held accountable for results that any enhancement effort becomes
profitable. The IMPACT Selling System® delivers this accountability
through easy and timely measurement.
Unique measurement tools included in the IMPACT Selling System®
ensure the accurate and timely results of learning initiatives are
generated automatically as sales people go about their jobs daily!
They learn, are reinforced and measured as they sell.
In order to guarantee a return on the very real investment of both
money and time, demonstrable, measurable outcomes need to be part of
any training process.
Individual and group results of the IMPACT Selling System® are
evaluated within the strict parameters of the skills, behaviors and
tools that have been previously been assessed, trained and
reinforced.
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