Impress to Sell software
Available from PSi-Press, 54 High View Road, Guildford, GU2 5RT
Tel 01483 567606
Fax 01483 456239
Email [email protected]
Impress to Sell is a software package for Windows, Intranet or Internet that aims to help busy sales people improve their presentation technique. PSi-Press states that it helps everyone to find out which face- to-face presentation styles impress different types of client, taking into account both their personal strengths and the needs of the client.
The software has easy-to-follow installation instructions, you just need to phone PSi-Press for a codeword to access your profiles.
The package starts with the option of completing a profile for client or seller. A profile is produced after the user answers a set of 28 basic personality questions on a scale of ‘usually’ to ‘rarely’. A profile is completed by you, as seller, then you complete a profile of the client, answering questions on the client’s behalf. Two reports are generated instantly: one of your character and communication style, and a second as your game plan when selling to the client.
The profile and game plan are based on four character types and they aim to help explain to sellers how they can directly appeal to the different character types.
I found the reports interesting to read (especially about myself!), but as the input for the client was based on my perception rather than his actual behaviour, I wondered how close to the mark it was. The plan does come with an accuracy warning, advising not to over interpret the report and a reminder that many other factors can influence sales success.
A hefty paper manual accompanies the software. The manual is an integral part of the training programme expanding on information and including activities to help how to understand the client better. The main use of the software is to create profiles and game plans rather than explain behaviours. I personally would have preferred the programme to use just one medium, the software, so the complete information was available in one place for all to access.
You can try before you buy, PSi-Press are offering 3 free profiles to test, so take up their offer. The basic software costs £250 for an annual licence per major site use and £4 per profile. For occasional users there is just a £7 cost per profile. Once the software is installed you can just ring up and pay as required for additional profiles.
This software does not aim to give comprehensive training on the art of successful selling, but it does give insight into one factor in the process, how to appeal to the client, and could be used as part of a programme or as a refresher.
Renee Raper
learning-channel.com Ltd
August 1999
