Impact Selling
for Corporate Environments

HELP YOUR CUSTOMERS TO SAY "YES!"

One of the critical skills of sales professionals is to obtain rapid rapport, build trust, and, through a powerful system of strategic questioning, guide prospects to make positive decisions quickly. There are many sales "systems" that offer guidance in these areas, but only ONE that teaches you how to make a total connection with the prospect in UNDER 2 MINUTES.

What's the rush? It's RETAIL! You don't have time to "Get To Know" your customer. You depend on impulse buying and effective packaging to draw their interest, and then you TELL-TELL-TELL in hopes you can excite and entice before they move on. You give "free" gifts and keep a smile on your face and ignore their plea that they are "just looking." There is a better way!

IMPACT SELLING FOR RETAIL was developed and tested in the retail environment. It allows you to make a connection with your customer that is so powerful, they are drawn to listen to your presentation. They become intrigued by your knowledge and motivated to follow your recommendations. They send their friends to shop with you, because they "trust" your advice. Others may sell your product, but they buy YOU. This is the true art of retailing.

IMPACT SELLING FOR RETAIL is an intense workshop that will bring your sales to new heights of success. The techniques you will learn in this workshop are formulated from a combination of several sciences (e.g., psychology, sociology, and neuro-psychology) and have been tested substantially for their efficacy.

Through a high-energy, didactic and interactive workshop, you will learn a simple 12-step formula that will quickly and gracefully move customers to take action. PLUS, you get a twelve-week follow-up program that will assure your success.

In The Impact Selling Workshop
You Will Learn To:

• Turn your counter into a place that customers feel comfortable to shop
• Move gracefully from "just looking" to "I'll take it!"
• Learn a step-by-step method of identifying and breaking through the barriers that keep your customers from taking action.
• Develop a method of "selling" that will compliment your natural style
• Prepare your customer for the long-term relationship you will share
• Differentiate your customers decision-making strategies
• Increase your bottom line profits Increase repeat and referral business.
  
  

IMPACT SELLING II: LIVE COACHING
(Pre-Requisite: Impact Selling)

MAXIMIZE THE EFFECTIVENESS OF YOUR NEW SKILLS

It is one thing to learn and implement new skills, it is quite another to MASTER them. Our LIVE coaching program allows you to take your newly acquired skills and bring them up to a higher level.

Our team accompanies you on your sales calls and, when possible, video tapes the interview. As you review your videos with our team, you will be amazed at the things you missed and laugh out loud as you kick yourself for all the things you realize after the fact!

In The Impact Selling II Workshop
You Will Learn To:

"Throughout the past we have had various sales workshops. However, none have had the high level of intensity and excellent course value that yours provided. Thanks to your superior knowledge in the sales arena, NYNEX now has many of the top sales people in the industry!" Michael A. Gioffre, Senior Marketing Manager, Telecommunications Division - Nynex Meridian Systems

Impact Leadership

MOTIVATE YOUR SALES FORCE TO
NEW HEIGHTS OF SUCCESS

The highly competitive arena of the 21 st Century has changed the role of the sales manager. Gone are the days when everyone checks in each morning, logs their hits on the board, and sits at their desk booking appointments. Laptops, Cell phones, Palm Pilots and multi-location territories has taken your sphere of influence and moved it far beyond your ability to use standard motivating strategies.

In The Impact Leadership Workshop
You Will Learn To:

"This workshop is well-focused, and a very worthwhile expenditure OF TIME. Wendy keys in on the areas that contemporary sales managers must concentrate on. " Steven Jones, Director of Marketing and Training - Source Services, Inc.

ALPHA Leadership

ARE YOU THE LEADER OF YOUR PACK,
OR FEEDING OFF THEIR LEFTOVERS

What makes one dog the leader of the pack and all the others follow loyally behind? What makes it that your pet will obey one member of your family, yet run all over you and everyone else? What are the secrets to being "alpha" and can you learn them? The answer is "YES!" How? Go straight to the source!

We can learn a lot from dogs. The things they do naturally and instinctively, we can learn to do. In ALPHA LEADERSHIP you will learn to assume the TOP DOG position on your team, and keep it permanently, without stepping on any paws along the way!

Whether you are a soft-spoken, gentle soul, or a strong, in-their-face kind of person, you will dramatically enhance your impact as a leader when you learn a few simple dog "tricks."

In The ALPHA Leadership Workshop
You Will Learn To:

Team Enhancement

BRING YOUR TEAM TO A NEW LEVEL OF
EXCITEMENT AND EFFICIENCY

Your team plays a significant role in the success of your business. You depend on them to be the front line, to welcome your clients and to translate your orders. Frankly, if it weren't for your employees and, you wouldn't be able to do what you do. This gives them an enormous amount of power. In point of fact, they have the power to make or break your business.

How is your team relating to each other? Are they communicating your vision effectively to your customers? Are they behaving in a manner that reflects your professional goals and personal values?

Any business with 2 or more employees faces the challenge of interpersonal conflict.   The extent to which your business runs smoothly can be severely affected by problems such as: lack of motivation, personal problems, gossip, back stabbing, and negative attitudes.

Is it your job to fix these problems? No. Is it your responsibility to see that they are fixed? Yes.

Conducted in a retreat setting, the Team Enhancement Workshop will take your team to a new level of performance. Through a highly motivational, didactic and interactive format, your team will learn to communicate with each other (and, by default, with their subordinates and/or your customers) effectively and efficiently. Team members that have been together for 2 or more years will work through unresolved resentments, while newer employees will become integrated and feel a part of the team. You will learn things about yourself and your team that you never imagined, and discover a wealth of talent that you never knew you had.

In The Team Enhancement Workshop
You Will Learn To:

"Thank you for your time, talents and efforts to present to us a value-added two days. Our Team will function better because of the event. I have spoken to several of our team and they are all glad that they participated. Thanks again to you and Hal for your effective efforts. They are greatly appreciated." Steven J. Campbell, Manager, Case-New Holland Company, Inc.

Impact Communications

MASTER THE ART OF SPEAKING FOR POWER AND IMPACT

Is there a gap between what you say and what they hear?

You know that mastering the art of effective communications is a critical factor in your success - in the office, in the community, and at home. If someone could give you the bottom line, you'd do it - but you haven't the time or patience for that touchy-feely stuff that says you have to get in touch with your softer side.

Ok, bottom line:
Impact Communications will provide you and your team with a set of techniques that will enable you to streamline your talk-time and maximize your impact.  

Drawing from the science of psychology, sociology, social psychology and neuro-psychology, you will receive communication techniques that will allow you to make assessments within the first 2 minutes of contact regarding precisely how to communicate with any individual or audience so as to achieve maximum results.

In The Impact Communications Workshop
You Will Learn To:

Stress Resolution

IF YOU HAVE TIME FOR STRESS MANAGEMENT ,
THEN YOU DON'T NEED THIS WORKSHOP!

You know all the things to do to "manage" stress: deep breathing, yoga, exercise, meditation, etc. If you had time for all of that, you'd probably do it! The problem is, there are very few people in have enough time in the day to manage their stress. In fact, one of the most common experiences for professionals is the thought "I'm so busy taking care of everyone else, I don't have time to take care of myself!"

This workshop is about identifying and resolving your stress - permanently. The key is to recognize that many of the things that stress us out are NEVER going to change! So, we have three choices: ACCEPT (this really means, resolve yourself to feel badly and deal with it), CHANGE, or LEAVE.

Most people stay stressed until they finally "burn out" and have no choice left but to LEAVE.

This workshop will help you to avoid the ACCEPT and LEAVE choices, and go straight to the third: CHANGE. You and your team will learn dozens of communication "tricks" and stress "busters" - some that will change the outcomes you are getting from other people (thus eliminating the stressor from your life), and some that will change your perceptions about the stressors in the first place (thus eliminating your stress RESPONSE). You will laugh your way through the workshop, as you discover how many of the stressors in your work place and in your lives can be said "goodbye" to - permanently!

In The Stress Resolution Workshop
You Will Learn To:

Get Out of Your Own Way!

IDENTIFY AND BREAK THROUGH THE BARRIERS
THAT ARE KEEPING YOU FROM REACHING THE
PINNACLE OF SUCCESS

It is very easy to find reasons for not doing the things that would increase our own success. All we have to do is look OUTSIDE of ourselves to find great reasons: clients don't do what we recommend, employees don't do what they're supposed to, the economy drops, corporate send down job cuts, the weather is bad, the phone rings too much, the phone doesn't ring enough, and on and on.

The truth is, if every one and every thing ELSE would change, OUR lives would be so much better! There is only one problem: we have no control over what others do. The good news is, we have total control over what we do. It all begins with what we do INSIDE OUR HEADS.

Supervising a Team
Recommended for first-time supervisors, managers and leaders. Identify your strengths as a leader and how to bring out the talents of each member of your team.

Conflict Resolution Workshop
Recommended for teams that are experiencing a reduction in productivity and/or an increase in negativity. Every team has conflicts - the issue is to identify them and resolve them permanently to improve productivity and enhance the quality of life for every member of the team.

Goal Setting-Goal Getting
Recommended for all professionals - Design and create a plan of action of determining your team and individual goals, identify and eliminate potential road blocks, achieve the goals you've set.

Living and Working With Difficult People
Need we say more?

Communication Skills for Women Only
Recommended for all professional women – Understand the unique power that you have in your brain, and how to use it for maximal impact!

Building Self-Esteem
Recommended for all professionals - Develop the confidence in your self as a professional to enable you to assert yourself in business and in your personal life.

Personnel Recruiting and Selection

FIND AND SELECT THE RIGHT PERSON FOR THE RIGHT JOB AND FOR YOUR TEAM

The Gallup Organization studied 1.8 million managers and employees in order to determine the factors that determine the best managers. They looked at how great managers develop people, how they motivate people, how they find the right fit for each person, and how they keep good employees. The findings of their research¹ indicated that the key to excellence in management is to focus on the importance of identifying and managing individual TALENT among employees.

"Talent" is a concern of all companies, and is rapidly becoming the focus of the innovative leaders who are looking to grow their market shares. In The Talent Solution², Gubman reports research conducted on several Fortune 50 companies. He determines that the key to the success of large corporations is their ability to align "the strategies and people to achieve extraordinary results."   He focuses on TALENT as the key to this process.

The Gallup Organization determined that talent is the result of an individual's unique "set of filters." A filter is a way of selecting out relevant information from all incoming stimuli. Each individual takes in information from the outside world into their brains. This information comes in all at once, but it is impossible to absorb and act upon all incoming stimuli. So the human brain processes and selects the incoming data. EACH INDIVIDUAL PROCESSES AND SELECTS INCOMING DATA DIFFERENTLY. The unique combination of how an individual processes and selects incoming data comprises his/her unique talent profile .

Given Gallup's determination that talent is the result of an individual's unique set of filters, the question is, how do you find the set of filters that subsequently determines each individual's talent? Then, once determined, how do you utilize this information to work best with individuals and the teams to which they belong to enhance productivity, efficiency and bottom line profits?

The key to managing an individual's talent is to determine:

• Which components of their talent should be emphasized and employed in any given situation, and
• How each individual's unique talent profile interacts with the profiles of his/her team members.

While it was clear that talent must be identified and managed, no one had developed a method for HOW to do this.

Professional Impact, Inc. studied this problem long before the word "talent" became popularized by the media. Through research conducted at facilities such as Harvard, Berkeley, and the University of Manchester, it was determined that there are, in fact 28 filters that serve as the critical components of an individual's talent. More importantly, these filters are measurable .

(1)First, Break All The Rules. Buckingham, Marcus & Curt Coffman. Simon & Schuster: New York, 1999.

(2)Edward L. Gubman. McGraw-Hill: New York, 1998

Introducing:
THE PERSONNEL TALENT PROFILE

Now you can get precise personnel assessments while eliminating the costly risk of human error. The PERSONNEL TALENT PROFILE provides strategic information that allows you to evaluate your employees for the specific goals of your practice. The PERSONNEL TALENT PROFILE takes the guess work out of management - saving you time and money. The profile can be administered and analyzed by the Professional Impact team or we will train you and your HR representative.

The PERSONNEL TALENT PROFILE is the only assessment instrument that allows you to:

HOW IT WORKS:

• You designate the job requirements of the position you want to fill
• We administer The Personnel Talent Profile to you and all members of your team (OPTIONAL) to establish a map that the candidate must fit
• We write the ad to be placed in your local newspaper
• You collect the resumes that come in through your fax machine
• You screen for experience and meet those candidates whose resumé "fits the bill"
• You select candidates for our assessment
• We administer The Personnel Talent Profile by telephone
• We provide you with a written report outlining the specific filters of the candidate, how to best work with this person, and specifically how to communicate with him/her for maximum productivity.

Executive Consulting

There are literally thousands of consultants in the market place who will be more than happy to take your money to tell you how to best run your business.

At Professional Impact, we begin with a simple assumption: you know what you are doing - otherwise you wouldn't have achieved the level of success that you have achieved. The question isn't "what are you doing wrong?" The question is "would you like to be achieving MORE?"

If you want to get exactly what you're getting from yourself and your team, then keep doing exactly what you've been doing and encourage your team to do the same.

If you want to get MORE from yourself and your team, then you might think about doing something different. Remember the old adage: if you keep doing what you've always done, you'll keep getting what you've always got.

So first, we talk. We begin with a few simple questions:

Together we will identify the key areas that need to be addressed in order to maximize the talents in your people. The next step is to develop a program that will enable you to achieve the results you're wanting.

Executive consulting is about developing a partnership. So part of our job is to assist you in identifying the talents you've got so that you can utilize those talents to have maximum impact on your team.

It all begins with a simple conversation.

We look forward to talking with you and to learning more about how we might assist you in meeting and exceeding your goals for the coming year.

Keynotes and 1-day Seminars

Need a speaker for your next meeting? Whether you are looking for a one-hour keynote or a full day seminar, your colleagues will rave about your choice of a Professional Impact speaker!

Choose from any of the following topics - or, call today and we'll discuss a customized topic just for you and your group!

• The Art of Motivating People To Action
• Impact Selling
• Building Your Dream Team
• Speaking Your Client's Language
• Stress Management for You and Your Client
• The Art of Providing 5-Star Service
• Impact Leadership
• Impact Communications
• Get Out of Your Own Way!
• You Have All The Power!
• They Really Push My Buttons!

"A proven crowd-pleaser, Wendy is a bundle of thoughtful enthusiasm who moves audiencesto renewed self-confidence and drive." Myles Beck, President, Greater Tuscon Association of Life Underwriters

" We've hired Wendy twice to speak to our professional association and she always brings a lot of energy and insight to our group.  Any group of professionals that has to work with other people, either the public or each other, can benefit from Wendy's work."
Laura Dennison, M.A., CCC-A, Georgia Association of Hearing Professionals

The Art of Providing 5-Star Service

IS YOUR COMPANY LIKE A FAST-FOOD JOINT OR A FINE DINING EXPERIENCE?

Are you providing your customers with an experience that they will talk about with their neighbors? Do your competitors shake their heads and wonder how you do it?

In today's competitive environment, it has become critical to provide more than good products and competent service - we also have to help our customers to perceive VALUE for their money.   Why? Because your customers have more choices today than ever before, and a significant part of their choice is the EXPERIENCE they have doing business with you.

How can we help our customers to see value in doing business with us, when our employees don't look them in the eye, listen to their concerns, or offer a bit of comfort and class to the experience? How can we expect our customers to talk about us favorably when we do not provide the little touches that make us stand out in their memories?

Gone are the days where your clients came to you simply because you are offering something they need. If your client is not comfortable doing business with you, they will find somewhere that feels good to them. The "feel-good" experience comes as a direct result of the way customers are treated by you and your employees from the moment of initial contact, through the delivery of your product or service.

Through a highly informative and entertaining workshop, you and your employees will learn a simple 8-step formula that will transform your business into a 5-Star experience that your customers will remember long after your bill has been paid.  

In The Art Of Providing 5-Star Service Workshop
You Will Learn To:

"...Your abilities to steer us through our relationship problems at the office and your constant positive attitude... It was enlightening! I can't wait to try the 5 star service!"
Jody Billings, Office Manager