Global Express Shipper Increases Revenue By Effectively Enabling Its Sales Team

Wilson Learning proposed a long-term strategy centered on a shared sales methodology and common sales language. This guided the organization from transactional selling to a strategic, solutions-based approach focused on addressing customers’ business needs.

Two programs were implemented:

1. The Counselor Salesperson™ – Introduced a four-step sales process, emphasizing trust-building, identifying the business value of solving shipping challenges, advocating solutions that maximize customer value, and ensuring ongoing customer success.
2. Negotiating to Yes™ – Built on the success of The Counselor Salesperson™, further enhancing strategic problem solving in shipping and logistics.

Months after the workshops and reinforcement activities, a follow-up survey revealed high levels of skill application, with participants actively using all introduced techniques in fundamental customer interactions. Many attributed significant revenue growth to these newly developed skills.

Reinforcement Initiatives: To ensure sustained skill application, several support components were included:

• Managers received training on reinforcing and coaching key concepts, with weekly content reminders and structured coaching protocols.
• Participants had ongoing access to digital learning modules for continuous review and reinforcement.

This global initiative was successfully implemented across Australia, China, France, Germany, Hong Kong, Japan, Latin America, Singapore, the United Kingdom, and the United States.