Overcoming Economic Challenges Since 1977
The simplicity of IMPACT will teach your sales team to sell their way through any economic event the world throws at them.
This is because IMPACT is a sequential selling system that salespeople can quickly learn, implement, and follow to give them a greater chance of closing sales.
Bill Brooks, the founder of the Brooks Group, discovered that when a salesperson followed a linked sequential sales process (selling system), they had a 93% chance of closing the sale.
Without a selling system success dropped to 42%.
IMPACT has been improving the sales performance for companies and receiving awards and recognition for its effectiveness for decades. For the second year in a row, Investopedia has named IMPACT the best virtual sales training program in the country.
Sales Success Despite Wars, Recessions, and a Global Pandemic
We know times are hard right now.
The IMPACT Selling® System has given over one million sales professionals the tools and insight they needed to sell their way through difficult times. Here are a few of their stories.
Asking better questions to find creative solutions
The Russo-Ukrainian War has caused shipping delays for companies around the globe. We recently worked with a client in the construction industry that was dealing with multiple weeks of delayed shipment. One of their salespeople was notified of yet another significant delay. He thought it would be best to visit the customer in person to discuss the previous delays, and then break the news about the latest one. Using a strategy learned in IMPACT training, he asked strategic questions to better understand the factors that drove the customer’s buying decision, despite already having a signed order. He realized that he had a less expensive product—in stock—that would meet the customer’s needs. Upon his suggestion, the customer chose to cancel their original order and ordered the available product. The salesperson wound up with a smaller order, but gained a lot of respect from the customer for finding a way to solve their problem.
Providing value by focusing on strategic positioning
During the recession created by the 2008 housing market crash, the CEO of a large cotton cooperative issued an ultimatum to the denim manufacturing division. The company had shown no profit for five consecutive years. Management now had one year to break even, and two years to turn a profit, otherwise the company would be shut down. The sales team attended IMPACT training with their management team, and reassessed their strategic positioning and value proposition. Instead of competing solely on price with bulk denim buyers, they began focusing on specialty denim manufacturers (who made designer jeans) where the wash, finish, and quality was more important than price. They leveraged their expertise and offered trend analysis to customers in emerging markets to more fully align with their buyers’ needs. As a result, the company became profitable in five months, and is still thriving to this day.
Developing resiliency by standardizing your selling methodology.
2021 saw a mass exodus of workers in the wake of the COVID-19 pandemic. The “Great Resignation”, as it’s been called, has left many sales managers searching for salespeople to fill empty roles on their teams. Upon arrival, new-hires have the tendency of introducing their previous company’s selling methodology, especially if they’re perceived as successful by their peers. This creates a subtle but sizable problem for sales managers, since it is impossible to coach salespeople using techniques they themselves don’t know. One of the byproducts of standardizing your team’s sales approach with the IMPACT Selling® System is it becomes much easier to bring new team members up to speed when they’re hired. They can stop searching for the new sales techniques, and focus on mastering the selling fundamentals that successful sales careers are built on.
IMPACT Is Simple and Effective
IMPACT’s six-step selling methodology works because it naturally aligns the seller’s process with every step of the buying process.
The entire process can be learned in a few days, and implemented just as quickly.
Since salespeople learn to keep pace with their buyers it works for short or long sales cycles. Our facilitators create real-world training exercises that cause learners to apply new ideas and techniques to current challenges.
Because IMPACT focuses on core selling fundamentals it is effective for selling in-person, virtually, or through a hybrid selling environment.
IMPACT will teach your salespeople to do a better job at:
- Finding and gaining leads
- Connecting with target buyers
- Building their own personal credibility
- Asking strategic questions to uncover issues
- Presenting solutions in a way that closes more sales
Are You Ready To Sell More?
If you are, let’s talk. There are very few sales-related challenges our team hasn’t already overcome.
What feels like insurmountable obstacles to you may very well be just another day in the office for our world-class team of training facilitators.