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27 Cards in this Set

  • Front
  • Back

The principle of IMPACT Selling

Sale to applicants when they are ready to buy NOT when you need to make a sale.

Keys to success in IMPACT 5

Trust n Value

5 characteristics of a high quality Lead

Has a need and is aware of it


Authority to make the decision and ability to qualify


Has a relative sense of urgency


Can or have developed trust


Willing to listen to you

Keys to success in IMPACT

Trust n Value

3 RULES of IMPACT

Don’t skip a step


Don’t leave a step until you have completed it


Make sure you and your applicant are on the same step at the same time

Define Focus

A singular concentration on the lead’s/ applicant needs and wants

Needs vs Wants

People buy what they need from people who understand what they want

Fatal flaw in Sales

When we are so focused on what WE want to have happen that we lose sight of what the LEAD/ APPLICANT wants to have happen

TriMetrix ACI Measures

Behaviors (The How)


How a person approach’s problems, people, pace, produce


Motivators (The why)


Why a person will do something


Personal Skills (The will)


Whether a person will do something based on mental clarity and focus

Investigate

Positioning, prospecting, and Pre-Call Planning

Meet

Engaging qualified leads, developing Rapport and Trust

Probe

Asking questions that make the sale

Influencing

Fears: Conflict


Under pressure: Emotional

Dominance

Fears: Unfair Advantage


Under Pressure: Belligerent

Steadiness

Fears: Change


Under Pressure: Slows Down

Compliance

Fears: Making Decisions


Under Pressure: Becomes Critical

Positioning

Perception


Choice


Primacy

Developing Internal Support Team

Gatekeeper- permit or prevent access to the decision maker


Applicant- Ultimate beneficiary or the benefits


Internal Advocate- Provides, intelligence guidance, and advocacy on your behalf


Decision maker- Has the final say on products invested in/services used

Sell Call

Set Objectives/ Pre call Plan


Deliver an Agenda


Confirm Your Appointment

Behavior style help develop

Rapport and Trust

3D questioning strategy

PAS


Problem


Agitation


Solution

Apply

Showing how your product or service solves their most pressing need

Value stacking formula

4-6 year contract stacking or outweighing needs

POP

Probe -Concern


Overcome- Understanding


Proceed -resolve your concern

Convince

Making your buyer believe you and your “recommendation”

The options of the convince step

Prove your claims


Justify your price


Relieve your buyers fear

Tie it up

Final commitment, asking your buyer for a commitment, negotiating and finalizing the sale