Melissa Galvin University of St. Thomas May 20, 2003 From transactional to relationship selling

Difficult economic situations, Fierce competition, More knowledgeable and demanding customers. Challenges

In the past selling was sole objective Now, customers expect: Solutions Relationships Information Customers want value!

Offer value Ask penetrating questions Listen to customers Talk about long-term benefits Plan strategies to meet the demands Beyond transactional selling

Training can help!

Research Communication Presentation IMPAX Three-step process

Understanding the customer’s business Developing credibility Gaining information Step 1: Research

Leveraging the research to gain access to true decision makers who can really buy the value that is offered. Step 2: Communication

Delivering the kind of presentation the decision maker won’t see from any of their competitors. Step 3: Presentation

“Do individuals trained to use the three-step, sales enhancement process perceive it to be an important tool to obtain sales goals?”

Objectives Quantify the return on investment. Drive home any key findings and speak to the value of the IMPAX process. Position themselves as a leader within the sales industry.

Who I asked 300 past clients surveyed 18 questions 63 surveys returned 21% response rate

Respondents fell into the following industry categories Computer Technology Education Financial Health Care Insurance Marketing Telecommunication Transportation

The IMPAX process of research, communication and presentation has made a positive impact in my job. Percent

The IMPAX process has given me new skills that have helped me to close sales. Percent

As a result of training, I’ve been able to capture repeat business with existing clients. Percent

Of the three components, choose the one that has had the most significant impact on your ability to meet sales objectives. Percent

Have you incorporated what you’ve learned from IMPAX into your daily routine? Percent

The IMPAX process has made it easier to sell my product and/or services during the current economic downturn. Percent

The IMPAX process has helped me to make successful presentations to top-level executives. Percent

I would recommend IMPAX training to other individuals. Percent

“Do individuals trained to use the three-step, sales enhancement process perceive it to be an important tool to obtain sales goals?” YES!

Recommendations Follow-up with clients. Gain a better understanding of each industry before training. Communicate findings with clients. Conduct additional research.

Questions?