BUSINESS ISSUE

This organization, dedicated to tackling African water challenges through its highly skilled local workforce, had identified a crucial business issue in its current client engagement approach. Their interactions with clients were often characterized by a lack of depth, leading to a limited understanding of their specific requirements and challenges. This reactive, quote-driven approach hindered the development of deeper relationships and trust with clients, ultimately limiting the organization's ability to deliver impactful solutions.

The leadership recognized the need to move beyond this transactional model and empower their team to engage with clients proactively. This involved actively reaching out to the clients, scheduling meetings, and building relationships to gain a comprehensive understanding of their unique needs and challenges.

SOLUTION SUMMARY

Recognizing the limitations of their existing client engagement approach, Wilson Learning implemented a comprehensive program focused on value-based consultative selling. This program addressed the issue of superficial interactions and limited client understanding by equipping sales teams with the skills to proactively engage with clients, build deeper relationships, and gain a thorough understanding of their specific needs and challenges. By shifting towards a more consultative approach, the program empowered sales teams to become trusted advisors, resulting in tailored solutions, increased customer satisfaction, and stronger partnerships, ultimately driving sustainable growth for the organization.

Further, the participants were also provided with assistance from the Learning Experience Platform (LXP) as part of the training. The platform enhanced the training, fostering collaboration and deep skill development.

OUTCOMES

The group of participants reported sales opportunities attributed to:-

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:

Participants were able to

RESOURCES IMPLEMENTED FOR SUCCESS

Services:- Impact Evaluation, Customization Services, Learning Experience Platform (LXP)

Content:- The Counselor Salesperson, Manager Coaching