PARTICIPANT GUIDE

IMPAX
SALES PROCESS
WORKSHOP
Coaching the Accelerate Process

POWERED BY
ACCELERATE CONSULTATIVE SELLING ESSENTIALS

WORKSHOP
EXERCISES
 COACHING SELF-
ASSESSMENT

1. What are the four key steps in the Accelerate Process?

2. What determines where you sit on the vendor pyramid?

3. What is social selling?

4. What is the difference between data and information?

5. What are examples of data sources?

6. What does ‘POSI’ stand for?

7. What are the nine buying roles?

8. What is the definition of a decision maker?

9. What are the two characteristics that most define a coach?

10. What is the definition of Business Fit?

11. What are examples of sources of value you & your company bring to customers?

12. What is ‘business fit translation’?

13. What is a research meeting?

14. What is the ’95-5 Rule’?

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 COACHING SELF-
ASSESSMENT

15. What are the most common access strategies?

16. What is the four-step process for dealing with gatekeepers?

17. What is the four-step process for dealing with procurement?

18. Why are Accelerate presentations so effective?

19. What is the flow of an Accelerate presentation?

20. How do you close an Accelerate presentation?

21. What is the last thing you should do before concluding your roundtable discussion?

22. What are the different types of ‘TUFA’ presentations?

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 POSITIONING THE
ACCELERATE PROCESS

Ideas for positioning the Accelerate Process:

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 ACCELERATE
OBJECTION EXERCISE

Answer these questions about your Accelerate objection scenario:

What is your objection?

Plan/ideas for addressing the objection:

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 ACCELERATE
OBJECTION EXERCISE

Answer these questions about your Accelerate objection scenario:

What is your objection?

Plan/ideas for addressing the objection:

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 ACCELERATE
OBJECTION EXERCISE

Answer these questions about your Accelerate objection scenario:

What is your objection?

Plan/ideas for addressing the objection:

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 ACCELERATE
OBJECTION EXERCISE

Answer these questions about your Accelerate objection scenario:

What is your objection?

Plan/ideas for addressing the objection:

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 ACCELERATE PROCESS
COACHING OPPORTUNITIES

Accelerate Process area:

How this should work; best practices:

Potential issues/challenges:

Coaching strategies/ideas:

Questions to ask:

Resources/tools:

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 ACCELERATE PROCESS
COACHING OPPORTUNITIES

Accelerate Process area:

How this should work; best practices:

Potential issues/challenges:

Coaching strategies/ideas:

Questions to ask:

Resources/tools:

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 ACCELERATE PROCESS
COACHING OPPORTUNITIES

Accelerate Process area:

How this should work; best practices:

Potential issues/challenges:

Coaching strategies/ideas:

Questions to ask:

Resources/tools:

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 ACCELERATE PROCESS
COACHING OPPORTUNITIES

Accelerate Process area:

How this should work; best practices:

Potential issues/challenges:

Coaching strategies/ideas:

Questions to ask:

Resources/tools:

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 COACHING THE
ACCELERATE PROCESS

Answer these questions about your coaching of the Accelerate Process

What should you do more of?

What should you do less of?

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