IMPACT Selling® Sales Training Program
A consultative selling approach that’s simple, flexible, and buyer-focused
IMPACT Selling is The Brooks Group’s flagship training program and the basis of most corporate sales training initiatives our clients engage in.
Taught to over one million sales professionals around the world, IMPACT focuses on building prospect and customer relationships and identifying solutions through open-ended questions and active listening.
The repeatable steps of IMPACT will allow your sales team to meet prospects and customers where they are in the buying process to maintain alignment, build credibility, and engage in meaningful dialogue that progresses the sale.
IMPACT training will give your team the tools to research and connect with your target business and buyer persona, ask the right questions, and listen to understand their business challenges. They’ll be able create more effective sales emails, have more success calling leads, and connect with people making purchasing decisions in a way that leads to more closed business.
View the video below to discover the benefits of IMPACT Selling.
The IMPACT Selling process is defined by 6 straightforward steps:
Behind IMPACT’s simplicity is a powerful sales methodology that enables reps to engage in high-level sales conversations that convert more buyers.
IMPACT Selling Program Benefits
Increased sales revenue and greater margin
Shortened sales cycles to reduce time-to-close
Clarity of goals all the way from the tactical to the strategic level
Better pre-call planning and positioning skills
Improved communication with different buying styles
Classroom training that’s easily applied in the real world
“The Brooks Group IMPACT sales process has helped our company establish a common language and methodology among our sales team and management. The customized training and facilitation allowed us to train at a pace that was most effective for our group and the ongoing coaching calls have reinforced the methodology in real-life situations.
Ultimately, we have been able to create more value for our customers which allows us to support a culture based on consultative versus transactional selling.”
—Chris Trevey, President/CEO, Carlton Scale
IMPACT Selling Program Overview
IMPACT Selling Fundamentals
Uncovering Your Personal Selling Style (Sales Assessment Results)
The Investigate Step
The Meet Step
The Probe Step
The Apply Step
The Convince Step
The Tie-It-Up Step
Full agenda details included in Info Packet, request below.
Establish a Common Sales Language with IMPACT Selling
Conversations about skills development, prospects, opportunities, and one-on-one coaching are streamlined when everyone on the team can start to speak a common sales language.
With just a handful of targeted questions, sales managers can quickly receive the information they need to understand which step of the sales process each opportunity is in and deliver targeted coaching to improve sales performance.
IMPACT as your operating system saves time by keeping sales reps organized and on track and gives managers insight into strength and challenge areas—so they can course correct and forecast more accurately.
A Simple Framework Customized to Fit Your Needs
The beauty of The IMPACT Selling sales training program is its simplicity. There are no complex theories for your sales team to learn and translate, just straightforward, actionable sales training skills and strategies they can apply to opportunities the very next day to improve their overall success.
The simple selling framework can be easily adapted and customized to reflect your organization’s real-world sales environment and your sales enablement needs.
The benefits of customized sales training programs include:
- Targeted skills training on your team’s specific challenge areas
- Increased buy-in from your sales reps
- Improved engagement levels during the training course
- Greater likelihood for new knowledge and selling skills to get applied in the field
- Significantly higher retention levels 6 months post-sales training
Choose the Training Format that Fits Your Sales Enablement Strategy
Bring IMPACT Selling to your sales team in a way that makes the most sense for your strategy and budget. Or, combine delivery methods with a blended learning approach.
IMPACT Selling – Live Classroom Training
Often considered the gold standard of sales training programs, capture your participant’s attention and engage them in a face-to-face setting.
IMPACT-U Online Sales Training
Train your sales force, anytime, anywhere. Microlearning and game-based, explore an award-winning system that goes beyond traditional sales training courses.
Virtual IMPACT Selling – Live, Web-based Instructor-led Training
Eliminate travel with instructor-led training that meets your team wherever they are. Engaging weekly courses and activities equip reps with the skills need for sales success.
Partner with an Award-Winning Sales Enablement Provider
The Brooks Group is recognized on a consistent basis as a front-runner in the sales performance industry. The credibility of our methodology and implementation is backed up by our clients' success and the awards we receive on a continuous basis.