Which step in the IMPACT Selling System must be completed before moving forward?

In the IMPACT Selling System, it is essential to exhaust the current step before moving on to the next one. This means that the salesperson must fully address and complete all necessary tasks and objectives within the current phase of the process. By doing so, they ensure that they have gathered all relevant information, established a solid understanding of the applicant's needs, and built a strong foundation for the subsequent steps. Skipping any part of the current step could lead to miscommunication or a lack of clarity in later interactions, ultimately hindering the effectiveness of the sales process. This step-by-step approach is designed to create a thorough and holistic engagement, ensuring that each phase supports the next, ultimately enhancing the overall success of the selling strategy.