Case Study

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Business Issue

The organization, which produces high-performance glass for exterior and interior architecture and automotive applications, aimed to increase its revenue, especially from its reflective coated glass vertical, with a focus on utilizing its manufacturing capacity. The organization wanted to increase its revenue while developing its sales team on two key pillars- product/technical knowledge and sales effectiveness. There was a need for the organization’s salespeople to differentiate on value versus price for reflective-coated glass as it is a premium-priced product.

Key objectives that were identified were:

  1. Grow the business by focusing on value to client’s business outcomes
  2. Develop the ability to create influence and negotiate better deals
  3. Leveraging influencer relationships to drive demand
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Industry Manufacturing

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Category Sales

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Product Counselor

Solution Summary

The main objective of the solution offered was to develop participants who effectively take a problem-solving approach to addressing the client’s business issue, creating business opportunities while enhancing existing client relationships. Wilson Learning offered the Customer-Focused Selling Skills (CFSS) workshop that included follow-up assignments, application activities, manager coaching, and Impact Evaluation on Customer-Focused Selling Skills. The Customer-Focused Selling Skills workshop helped promote the actual application of the skills on the job/projects. Wilson Learning project managers and facilitators supported a successful implementation, and an Impact Evaluation survey provided quantified data, documenting essential data for future planning.

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Outcomes

The group of participants reported sales opportunities attributed:-

Approx. 50% in sales was attributed with the help of CFSS program skills and tools.

78% of participants indicated Sufficient to Significant Change in behavior.

88% of participants strongly agreed that CFSS impacted their work performance.

Behaviors that showed the greatest level of change:-

  • Being well prepared prior to each meeting with the customer
  • Adopting a problem-solving attitude to balance selling and addressing the client’s business needs
  • Handling objections effectively to move the discussion forward
  • Reducing relationship tension at the beginning of the interaction with customers
  • Knowing how to present solutions/products in a way that addresses the client’s Task and Personal Motives
  • Enhancing the relationship with customers for future opportunities after an agreement has been reached
Quote

The session was easily relatable, has a very practical approach, the trainer was well informed & professional. The content was well structured!

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