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Case Study
Industry Automotive
Category Sales
Product Versatile Communications
Business Issue
A large automotive coatings and finishings company sought to maximize sales opportunities and expedite close decisions. Misalignment of salespeople’s communication process with customers also resulted in lost time and ineffective energy use. While the highly seasoned salesforce had received process selling and technical product training, they lacked the knowledge of how versatility could improve their influencing skills with the customer, including establishing greater trust and credibility earlier in the selling process.
Solution
The solution consisted of the one-and-a-half-day instructor-led The Versatile Salesperson™ program and the Social Style profile. Participants learned skills to create business opportunities while focusing on building strong relationships with clients through style identification and modification.
The program’s implementation was strengthened by the involvement of the organization’s senior sales leaders, who were certified as The Versatile Salesperson and facilitated the sessions. Because of their close involvement, they were able to make connections to their environment with relevant examples and blend The Versatile Salesperson content with their own sales approach.
Outcomes
The group of participants who reported:
Participants attributed 34% of the revenue to the skills learned.
81% of the participants indicated changes in behavior.
The training contributed a significant amount to the overall business revenue.
Behaviors that showed the greatest level of change:-
- Adapting style to suit the customers’ styles
- Increased alignment between the salesperson and the client
- Ability to identify and adapt to dierent Social Styles
81% of the participants indicated sufficient
to significant change in behavior as a result
of the program.
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