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Case Study
Business Issue
The organization, which produces high-performance glass for exterior and interior architecture and automotive applications, aimed to increase its revenue, especially from its reflective coated glass vertical, with a focus on utilizing its manufacturing capacity. The organization wanted to increase its revenue while developing its sales team on two key pillars- product/technical knowledge and sales effectiveness. There was a need for the organization’s salespeople to differentiate on value versus price for reflective-coated glass as it is a premium-priced product.
Key objectives that were identified were:
- Grow the business by focusing on value to client’s business outcomes
- Develop the ability to create influence and negotiate better deals
- Leveraging influencer relationships to drive demand
Industry Manufacturing
Category Sales
Product Counselor
Solution Summary
The main objective of the solution offered was to develop participants who effectively take a problem-solving approach to addressing the client’s business issue, creating business opportunities while enhancing existing client relationships. Wilson Learning offered the Customer-Focused Selling Skills (CFSS) workshop that included follow-up assignments, application activities, manager coaching, and Impact Evaluation on Customer-Focused Selling Skills. The Customer-Focused Selling Skills workshop helped promote the actual application of the skills on the job/projects. Wilson Learning project managers and facilitators supported a successful implementation, and an Impact Evaluation survey provided quantified data, documenting essential data for future planning.
Outcomes
The group of participants reported sales opportunities attributed:-
Approx. 50% in sales was attributed with the help of CFSS program skills and tools.
78% of participants indicated Sufficient to Significant Change in behavior.
88% of participants strongly agreed that CFSS impacted their work performance.
Behaviors that showed the greatest level of change:-
- Being well prepared prior to each meeting with the customer
- Adopting a problem-solving attitude to balance selling and addressing the client’s business needs
- Handling objections effectively to move the discussion forward
- Reducing relationship tension at the beginning of the interaction with customers
- Knowing how to present solutions/products in a way that addresses the client’s Task and Personal Motives
- Enhancing the relationship with customers for future opportunities after an agreement has been reached
The session was easily relatable, has a very practical approach, the trainer was well informed & professional. The content was well structured!
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