- 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
Business Issue
Known for safety and operational excellence, this airline’s talented workforce is recognized as one of its greatest competitive advantages.
The airline determined that it needed to enhance the customer experience, with the ultimate objective of winning market share and increasing revenue in an extremely competitive industry.
The company sought to increase efficacy and manage risk by understanding development gaps and addressing them with appropriate courses from a full sales and services curriculum.
Industry Transportation & Travel
Category Sales
Product Counselor
Solution
The airline turned to Wilson Learning, a learning services company with expertise in sales effectiveness, to equip salespeople with the consultative selling skills needed to stay competitive. Fully committed to expanding their training offerings, the airline worked with Wilson Learning to create a curriculum for fundamental sales, customer service, and sales leadership skills that could be implemented globally.
The sales curriculum included a customized version of Wilson Learning’s The Counselor Salesperson™, a two-day instructorled workshop. The Counselor Salesperson: Salespeople learn skills to create and maintain lasting professional sales relationships in competitive markets. Selling is introduced as a definable and manageable consultative process in which a win-win interaction exists between the buyer and the seller. Participants learn to identify the customer’s business needs and present solutions to meet those needs.
Outcomes
27% Revenue was Attributed to The Counselor Salesperson Training.
100% of Participants Handled Objections More Effectively.
Increase in accepted sales proposals & closed deals.
Behaviors that showed the greatest level of change:-
Participants were able to:
- Establish a greater trust with customers faster, leading to stronger business relationships.
- Both short-term and long-term customer satisfaction increased through consistent, win-win interactions.
- Identify and articulate customer business needs more accurately and thoroughly using consultative problem-solving.
- Be better equipped to handle objections, allowing them to focus on aligning their solution with the customer’s business needs and ultimately gain more accepted proposals and closed deals.
27% Revenue was attributed to The Counselor Salesperson™ program.
Learn More
