- 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
Industry Information Technology (IT)
Category Sales
Product Counselor
Business Issue
A growing software company faces a trifecta of challenges. As a shared service provider, the organization sought to transform its skilled workforce into consultative problem-solvers capable of addressing complex client challenges. Simultaneously, the need to cultivate stronger client relationships and identify new business opportunities became increasingly apparent. To achieve sustained growth, the company recognized the imperative of equipping its team to overcome objections and close deals effectively.
Solution Summary
After thoroughly assessing the organization’s concerns, Wilson Learning formulated a multi-component program to address the immediate need for improved client relationship management. The program focused on developing two critical skillssolving client challenges and proactively identifying and creating new business opportunities.
A core solution component, The Consultative Mindset, provided participants with foundational consultative principles and practical application exercises. This comprehensive approach empowered participants to excel in client interactions, become trusted advisors, and drive overall organizational success.
Outcomes
The group of participants reported sales opportunities attributed to:-
- The Consultative Strategy boosted deals by 40%, generating $229,150 USD.
- Post-training the total business value range was of $6,600 to $900K.
- 100% agreed that it was easy to apply the skills in the job.
- 81% agreed that the program had an impact on their work performance.
Behaviors that showed the greatest level of change:-
Participants were able to:
- Use the proper techniques to build trust with the clients.
- Adopt a Problem Attitude to balance selling and addressing the client’s business needs
- Ask the right questions to identify the client’s Current Situation and Desired Situation
- Know how to present solutions/products in a way that addresses the client’s Task and Personal Motives
The program attributed over $229,150 in sales as a result of using the Consultative Selling Skills program skills and tools.
Resources Implemented For Success
