Impact Systems The Power of Consultative Selling

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Impact SystemsThe Power of Consultative Selling
Consultant An Expert Who Gives
Professional or Technical Advice
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Clear and Simple Approach
Approach A means of reaching a place or
person. A means of reaching a goal.
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Consultative Sales ChallengeBeing Ready

• Moments of Truth
• Prepare
• Preplan
• Practice
• Present

Acceptance A simple and clear story has the
greatest acceptance.
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Champion Consultant Skill Set -Accelerate
Strengths-

• Identifying and Knowing Clients
• Assessing Client Needs
• Effective Cross Selling Presentations
• Delivering Solution Options
• Relationship Development

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Making the ChangeFailure and Success Leaves Clues

• Fail Forward
• Dare to Do
• Adjust the Approach
• Take Excessive Action

Experience Experience Gives Us the Test
First and the Lessons Later. -Naomi Judd
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Opportunity orChallenge

• I Have Everything I Need
• I Can Take It On!
• I Need Help
• Eventually
• Theres Power in Numbers

Attitude In the Middle of Difficulty Lies
Opportunity. -Albert Einstein
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Creative Activity

• In What Ways Can We Generate More Revenue In Q3
  and Q4?
• Existing Clients
• Past Customers
• Prospects
• Suspects

Creativity Green light thinking mixed with
activity isan energizing way to solve any
challenge.
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S.M.A.R.T. Goals

• SMART Goal Course of Action
• Specific
• Measurable
• Achievable
• Realistic
• Time-phased

Goals The Objective is to Make Measurable
Progress in Reasonable Time.
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The Stage is SetThe Time is NOW
Time The Time to Repair the Roof is When
the Sun is Shining. -JFK