What Successful Sales Teams Have in Common
All the best sales groups, no matter what they sell, share something special: they use a sales process they can do over and over again. This makes them reliable, they use the best ways to sell, they copy what their best sellers do, and they keep getting better with training.
Studies show that sticking to a sales process leads to winning more. Teams that don’t follow their sales process often struggle to hit their sales targets.
The Power of a Good Sales Process
In the tough world of selling today, it’s super important to have a sales process that’s the same every time to help make more money. That’s why top sales groups are learning The Brooks Group’s IMPACT Selling®. It’s a program that teaches selling skills that really work. In the last 45 years, a million salespeople all over the world have learned how to sell with IMPACT.
IMPACT is an easy way to remember the steps of selling: Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. This helps salespeople know what to do next and how to talk to buyers confidently.
Businesses that use IMPACT Selling® see their sales get a lot better because:
- It uses a way of selling that’s about giving advice and helping the buyer.
- The program teaches how to ask good questions to really understand what the customer needs and what problems they have.
- Then, salespeople use what they know to show why their product is the best and how to handle any doubts the customer has.
- Finally, they make a deal that’s good for both sides and set things up for selling more in the future.
The training starts with checking each person’s selling style with the Brooks Talent Index™. This helps sales leaders know how to guide and grow their team.
For two full days, people in the IMPACT program learn how to do things like find good sales chances quickly, become someone the buyer trusts by asking better questions, understand different buying styles, show why their product is worth it, make customers loyal, and more.
IMPACT isn’t just about ideas; it’s about real tools and tricks that the best sellers use. The training has teachers leading it, practice sessions, checks, and more, so your team can start using what they learn right away.
Training Topics in IMPACT Selling
Here’s a quick look at what the training covers:
- Basics of IMPACT & Personal Selling Styles
- Investigate: Looking for customers, Planning & Making a good first impression
- Meet: Getting the meeting started
- Probe: Figuring out what the customer really needs
- Apply: Offering the right product
- Convince: Showing the product’s worth
- Tie-It-Up: Making deals & finishing the sale
Why a Set Sales Process Matters
Without a clear process, salespeople might do things their own way, which can lead to mixed results. Having a method that’s been proven to work means everyone uses the best ways to manage their sales, find opportunities, learn about customers, show off their products, make deals, and close sales. This makes it fair for everyone and makes sales and money more predictable.
A set process gives salespeople a guide to follow. They know what to focus on at each step, which helps them move deals along in an organized way. This leads to faster sales and better selling.
Customers like it when salespeople are professional and give advice instead of being too pushy. A process that’s all about asking the right questions, really understanding needs, and giving custom solutions makes buying a better experience. This makes the salesperson someone the buyer trusts.
When everyone uses the same big process, it helps the team work together better. They all speak the same selling language, can plan together more easily, and can pass opportunities to each other if needed.
Instead of just learning different ways of selling from people who’ve been there longer, new people learn the company’s main selling ways and tools right away. This helps them get really good at selling faster.
With a clear sales process, leaders can see how well everyone’s doing, find out what skills need to get better, and help with things like learning about customers, giving presentations, or making deals.
Training your sales team with a process they can repeat makes your selling stronger, your money predictions more trustworthy, and your customers happier. It’s a basic part of helping your sales team do great.
A sales training program takes away the guessing in selling and helps your team control the whole sales process from the start to the end.
Whether your team has people who’ve been selling for a long time or new people who need help, IMPACT Selling gives everyone a solid base for selling really well.
Check out how our award-winning IMPACT sales training can make your sales better.
Picking a sales training provider is a really big choice for your business. But with so many options that can be confusing, finding the right one can be tough.
These 22 helpful tips can make it easier for you to feel sure about your choice.
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