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?