The organization, which produces high-performance glass for exterior and interior architecture and automotive applications, aimed at increasing its revenue, especially from its reﬂective coated glass vertical, with a focus on utilizing the manufacturing capacity of this vertical. 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:
- Grow the business by focusing on value to client’s business outcomes
- Develop the ability to create inﬂuence and negotiate better deals
- Leveraging influencer relationships to drive demand
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 and create 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.
The group of participants reported sales opportunities attributed:-