BUSINESS ISSUE

Known for safety and operational excellence, this airline’s talented workforce is recognized as one of its greatest competitive advantages.

The airline determined that it needed to enhance the customer experience, with the ultimate objective of winning market share and increasing revenue in an extremely competitive industry.

The company sought to increase efficacy and manage risk by understanding development gaps and addressing them with appropriate courses from a full sales and services curriculum.

SOLUTION

The airline turned to Wilson Learning, a learning services company with expertise in sales effectiveness, to equip salespeople with the consultative selling skills needed to stay competitive. Fully committed to expanding their training offerings, the airline worked with Wilson Learning to create a curriculum for fundamental sales, customer service, and sales leadership skills that could be implemented globally.

The sales curriculum included a customized version of Wilson Learning’s The Counselor Salesperson™, a two-day instructorled workshop. The Counselor Salesperson: Salespeople learn skills to create and maintain lasting professional sales relationships in competitive markets. Selling is introduced as a definable and manageable consultative process in which a win-win interaction exists between the buyer and the seller. Participants learn to identify the customer’s business needs and present solutions to meet those needs.

OUTCOMES

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-

Participants were able to:

LEARN MORE

Services :- Customization Services, Impact Evaluation, Learning Journeys

Content :- The Counselor Salesperson ™