IMPACT Flashcards
What are the keys to success?
Trust
Value
What is the secret to selling?
Be in front of high-quality leads when they’re ready to commit not when you need a commitment.
What are the characteristics of high-quality leads?
Have a need and are aware of it
Have the legitimate ability and authority to qualify
Have a sense of urgency about the decision
Trust you and your organization
Will listen to you
What positions you to be a value resource
Become an expert in:
Conducting HS visit
Partnering with Co nserlors, parents, influencers
Creating a strong social media presence
Working with, not against, other service recruiters
What are the rules of IMPACT?
Don’t skip a step
Don’t leave a step until you have completed it
Make sure you and your lead are in the same step at the same time
What are Needs?
Application-based
At the surface/easily identifiable
Rational
Product/service-specific
Fact-oriented
What are Wants?
Personal
Below the surface/individual and less obvious
Emotional
Product/service-neutral
Perception-based
What should recruiters focus on?
Applicants’ needs and wants
What is behavior?
“The how”. How a person approaches people problem pace and procedure
How many types of positioning are there?
2 types: brand and personal.
What is Brand positioning?
Identify and attempt to occupy a market niche for a solution orservice utilizing traditional marketing placement strategies.
What is Personal postioning?
Creating a presence, awareness, and recognition in the minds of leads that make them think of you first, foremost and most receptively, when it is time for them to make a decision.
What is under Personal positioning?
Perception
Choice
Primacy
What is Investigate from IMPACT?
Using positioning,prospecting, and pre-call planning strategies to discover and attract leads who need and wants the Air Force.
What is Meet from IMPACT?
Engaging high-quality leads, developing rapport and building trust.
What is Probe from IMPACT?
Asking your leading the right questions to determine the right solution.
What is Apply from IMPACT?
Recommending a solution that addresses the lead’s needs and wants.
What is Convince from IMPACT?
Offering proff to support claims that you make abiut the Air Force to ensure leads believe/accept what you say.
What is Tie-it-up from IMPACT?
Asking for commitment, negotiating, finalizing and reinforcing the commitment.
Who is the buffer?
Person permits or prevents access to the lead, has the lead’s best interests at heart.
Who is the internal advocate?
Person who provides advocacy on your behalf.
Who is the key influencer?
Person heavily influences the lead toward certain decisions. Partly responsible for decisions made by the lead.
