IMPACT sales framework, and overcoming objections by thinking FAST
In any sales organization, we are best served by adhering to a framework. While the steps to the framework become second-nature, or for some started off as “obvious”, having a set cycle helps reduce the risk of overlooking an important step, or getting ahead of yourself. My wife and I have learned many different frameworks for sales and overcoming objections and have decided to share some insight in the form of a new process. The reason we created a new process is because many people work best when using a mnemonic phrase or acronym. We found that while there were useful tools already out there- they lacked this type of flow that helps with retention and recall. Here is a brief overview of the processes we came up with. We want our sales to have IMPACT. Invest time : The first step of the process is to prepare for the sales call. Take time to learn about the industry and the customer. You don’t need to be an expert, but you shouldn’t be a deer in headlights either. Meet : Ha...