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 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:

1. Engaging in value-based conversations with customers
2. Strengthen existing partnerships
3. Develop skills to drive organic sales growth and support solution selling

SOLUTION SUMMARY

The main objective of the solution offered was to develop skills to drive organic sales growth and support solution selling while enhancing customer relationships. The solution was also aimed at implementing 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 the skills on the job/projects and impacted the participants’ overall work performance. An Impact Evaluation survey provided quantified data, documenting essential data for future planning.

OUTCOMES

The group of participants who reported a sales opportunity attributed

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE

Being able to uncover clearer gaps and motives through customer discovery. Being able to create new pipeline opportunities with customers. Being well prepared prior to 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.

LEARN MORE

Services Customization Services, Impact Evaluation

Content Counselor Sales person^TM, Coaching the Counselor Salesperson^TM