BUSINESS ISSUE

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:

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

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 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.

OUTCOMES

The group of participants reported sales opportunities attributed:-

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 clients’ Task and Personal Motives Enhancing the relationship with customers for future opportunities after an agreement has been reached

LEARN MORE

Services Customization Services, Impact Evaluation

Content Counselor Sales person ^TM, Negotiating to Yes^TM