The IMPACT Selling Personal Trainer (CD-ROM)

The IMPACT Personal Trainer on CD-ROM is just like our 2-day IMPACT Sales Training, broken down into segments so you can go directly to the topics you want.

Pre-Call Planning – The INVESTIGATE Step of IMPACT

You’ll learn:

• The right questions to ask
• The 8 essential factors of pre-call planning
• How to enter an account at the right level
• And more!

Building Trust and Rapport – The MEET Step of IMPACT

You'll learn:

• The difference between trust and like
• Exactly how much time you have to build trust with your prospect...down to the second
• Why unsolicited small talk will actually hurt your chances of moving further with your
  prospect
• How to approach your prospect in "neutral"
• And more!

The Essential Questions to Make The Sale – The PROBE step of IMPACT

You'll learn:

• The 11 types of questions you should ask your prospect...and exactly when you should use each
• Why the selling isn't in the telling...it's in the asking
• The most overlooked concept in asking questions
• Why you should ask questions you already know the answer to
• And more!

Presenting Your Product/Service with Power –The APPLY step of IMPACT

You'll learn:

• Examples of key buying motives...and how to capitalize on each
• When to actually make your presentation
• How to transition from asking questions to prescribing solutions
• The single most powerful word in sales
• And more!

What People Believe They Act Upon – The CONVINCE step of IMPACT

You'll learn:

The most powerful tool you can use to convince your prospect of the value of your
product or service

• The 2 things you must do before you finalize the transaction
• And more!

Finalizing Transactions – The TIE-IT-UP step of IMPACT

You'll learn:

• The role positioning plays in you finalizing the transaction
• The 3 types of questions you must ask before finalizing any transaction
• How to deftly handle objections
• And more!