Mark Shonka

Sales Tip: Getting Off to a Good Start

At IMPAX, one of our favorite strategies comes via Stephen Covey and his book, The 7 Habits of Highly Effective People. All of the seven habits are great, but one that stands out for us is,

"Begin with the end in mind."

One of the ways we 'begin with the end in mind' relates to developing compelling customer presentations. In our workshops and coaching, we always start developing a sales presentation by working on the last page first - the Action Steps/Timetable page. When we draft a presentation, we start by asking this question, "If you deliver a great presentation, and the decision maker is inspired to work with you, what action steps would you want them to commit to?" This is effective because we start by envisioning a great outcome, and build the presentation accordingly using the IMPAX flow of Them-Us-Fit-Action. Everything in the presentation is designed to get you to that desired outcome.

This is also an effective way to begin our new sales year. Start by envisioning a great year, where you have accomplished everything you has set out to accomplish. What were those outcomes you wanted? It is important to be clear about this. Once you know your desired outcome, ask, "What are the actions I need to take in order to accomplish my goals?" Being clear about both your destination and the actions needed to get there is a great way to start the year.

This is an exciting time - a new beginning and a fresh start. What we did last year, good or bad, isn't important. It's what we do now in 2021. Happy New Year 2021. We wish all of you a happy, healthy and prosperous year ahead!



Mark Shonka

Sales Tip: Selling From Home

Selling from home. Most of us are doing it, and for many of us, it will become our permanent way of working. For some, selling from home is challenging as it seems more difficult to create strong connections with customers and prospects via the phone and web meetings. It doesn’t...

Mark Shonka

Sales Tip: The Last Question

It’s inevitable. In some opportunities, no matter how strong the fit is between the customer’s needs and our solution, we don’t get the “yes” we were looking for. When this happens, sometimes we get a “no” outright, but more often than not, we get a delay.

The customer’s delay may be a...