Strategy | Process | Skills Advanced Selling Strategies Strategies for Gaining—and Sustaining—High-Potential Accounts Impact Performance Group’s Advanced Selling Strategies offers a proven approach to identifying —and winning—sales opportunities within new and existing accounts, During the workshop, your sales professionals will discover how to gain access to decision makers and influencers at all levels of the customer's organization and capture their attention through compelling High Impact Statements, They will leam a practical approach for uncovering pressing business issues and needs and developing solutions that address the customer's strategic objectives. Advanced Selling Strategies empowers your sales professionals to sell at the next level of performance— and gives your organization the critical tools to distinguish its products and services from the competition's Throughout the program, your sales professionals will also have the opportunity to practice and reinforce the Emotional Quotient (EQ) Skills they have leamed in High Performance Selling Skills. Designed to foster communication on a deeper, more ‘human level, EQSKILLS™ have been proven essential in handling challenging customer reactions, establishing and ‘maintaining a spirit of cooperation throughout the interaction, and in demonstrating the kind of strategic value that leads to long-term customer partnerships Advanced Selling Strategies, like all Impact Performance Group’s training solutions, can be customized to reflect your organization's critical issues and needs. Customization enables participants to learn and practice new skills in situations relevant to their own on-the-job challenges. This approach has proved highly effective in helping participants apply their newfound skills to achieving increasingly high levels of performance and key organizational goals. Program Highlights During this highly interactive workshop, participants will enhance their ability to: Focus on high-payoff sales opportunities by evaluating the immediate and long-term potential of each opportunity Optimize a powerful questioning strategy to gain a dee} buisness issues, needs, and objectives. Assess, anticipate, and identify ways to overcome competitive challenges + More fully penetrate existing accounts by gaining access to decision makers and influencers at every level of the customer’s organizations Leverage contacts and key customer relationships to gain access to new accounts Use High Impact Statements to capture decision makers’ interest and attention and demonstrate the value of continuing the conversation Build and strengthen customer rapport and confidence by using a collaborative, customer-focused approach to addressing issues + Develop the kind of presence and momentum within an account that leads to new opportunities to enhance a customer's situation with your organization’s products or services Identify and align with three purchasing criteria that influence customers’ decision to buy Create highly customized solutions that address customers” specific business issues, needs, and objectives and set your organization apart from the competition +, more strategic understanding of customers” high-priority 36 Washington Street, Suite 70, Wellesley, MA 02481_m 781.237.5252 m www.impacipg.com m= info@impacipg.com HELPING ORGANIZATIONS ESTABLISH, DEVELOP AND CONTINUALLY STRENGTHEN CLIENT RELATIONSHIPSAdvanced Selling Strategies How Learning Takes Place Advanced Selling Strategies offers a comprehensive approach to improving sales professionals’ performance with ‘customers. The program ensures that participants master the skills and concepts presented by employing a variety of interactive training methods: + A prework assignment to set the stage for a successful leaming experience + Short readings to familiarize participants with program skills and concepts + Applications exercises to enhance participants’ understanding of how to apply program skills to their own sales situations + Video and audio to illustrate skill use in realistic sales situations + Discussion to explore ideas and share best practices + Group exercises to reinforce skill use + Case studies to apply program concepts and skills to real-world situations + Practice exercises to allow participants to develop and recieve feedback on specific skills applied in realistic sales interactions How Your Organization Will Benefit ‘When you implement Advanced Selling Sirategies, your organization will benefit from: + Increased sales through a strategic, customer-focused sales approach + Acsales force skilled at uncovering the wide range of business needs at different decision-making levels + Greater visibility within an account through strategies that gain access to a wider range of decision makers and influencers + A.sales force equipped with th tools they need to differentiate themselves—and your organization—in a ‘competitive marketplace + Stronger, more profitable relationships with new and existing customers + Increased sales productivity and effectiveness by selling more to existing accounts + Increased customer satisfaction and loyalty through strategic solutions that address specific business issues and objectives + High customer retention through a sales fore skilled at demonstrating their value as trusted business partners + A.common language and approach to account development, resulting in improved communication, teamwork, and cooperation among your sales force A Comprehensive Line of Performance Improvement Solutions Impact Performance Group offers a variety of performance improvement solutions designed to maximize the effectiveness of your training, Organizations that have implemented Advanced Selling Strategies have also benefited from: + Process Mapping: a systematic approach to pinpointing —and implementing—the critical activities, behaviors, and best practices an organization needs to build and sustain strong customer relationships + Customization: training solutions tailored to reflect an organization’s unique day-to-day business realities to ensure faster application of skills and strategies + Coaching and Reinforcement: the essential component of ongoing performance improvement, focusing on the communication skills and strategies needed to reinforce effective skill use on the job Contact us today to learn how Impact Performance Group can help you create dynamic solutions to address your most pressing business challenges. Other solutions available from Impact Performance Group: CoO ag > High Performance Service and Sales ROAST > High Performance Coaching ATTA) > High Performance Service Skills WIEN EAN EMI > Advanced Coaching Strategies > Building Business Through Referrals EDECMMOCR CL «> Ligh Performance Negotiating Skills Cah eerapae econ > High Performance Team Building © Impact Pen reey > High Performance Interviewing Performance Group. Inc ‘Copyright © 2012 npuctPerfamance Group, ne. All RightsReserved.