- Solutions
Capabilities
Transform Your Team to Drive Results & Achieve Sustainable Business Outcomes
- Results
Driving Concrete Business Outcomes through Lasting Performance
- Resources
Resources
Gain Expert Insights for Advancing Team Excellence and Achieving Results
- Events
Access Strategic Insights at Our Exclusive Events to Enhance Performance
- About Us
Cultivating a Network of Trusted Advisors to Drive Meaningful Outcomes
- Contact Us
Case Study
Industry Construction
Category Sales
Product Counselor
Business Issue
A leading provider of commercial and residential roofing to the North American building industry wanted to increase their revenues through an enhanced customer experience. The organization needed a customized sales methodology to achieve the desired results. The salespeople of the organization were required to develop skills that would help the organization boost sales organically and strengthen partnerships with customers.
Key objectives identified were:
- Engaging in value-based conversations with customers
- Strengthen existing partnerships
- Develop skills to drive organic sales growth and support solution selling
Solution
The primary objective of the solution offered was to develop skills that drive organic sales growth, support solution selling, and enhance customer relationships. The solution was also designed to implement an enterprise-wide value-based consultative selling methodology.
Wilson Learning conducted a customized, in-person Professional Selling workshop, in which participants from across three regions (North, South, and West) participated.
Professional Selling workshops helped promote the actual application of skills on the job and in projects, positively impacting the participants’ overall work performance.
An Impact Evaluation survey provided quantified data, documenting essential data for future planning.
Outcomes
The group of participants reported sales opportunities attributed:-
2X growth in sales performance attributed to the application of selling skills over 3–9 months.
69% or more of participants indicated sufficient to significant change in behavior.
91% indicated that they agree that it was easy to apply the skills on the job.
Behaviors that showed the greatest level of change:-
The participants were able to:
- Being able to uncover clearer gaps and motives through customer discovery.
- Being able to create new pipeline opportunities with customers.
- Being well prepared before each meeting with customers.
- Handling objections effectively to move the discussion forward.
- Presenting solutions/products in a way that addresses the Business and Personal motives of the customer.
Had an excellent experience. The session was very engaging and was relevant to specific participants business and needs.
–Participant
Learn More
