Example: improving sales
Challenge
To assist a network of retailers in attaining the latest sales skills to allow them to close the sale more effectively whilst building an ongoing relationship with their customers.Objectives
- To understand how customers make purchase decisions
- To identify key changes that lead to customer interest
- To learn simple steps to get the most from a negotiation
- To understand when and where to close during the customer journey
- To understand how best to create a competitive edge for the sales consultant and retailer
Solution
Professional selling is all about preparation. There are an abundance of courses that teach the core skills but we wanted an approach that encompassed the latest sales techniques and methods of understanding the latest customer insight. Our approach was designed to be a sustainable programme that did not just provide a one hit of skills training, but allowed pre and post workshop input to really develop and put into practice the new skills.
- Pre course research – questioning the buying habits of customers and identifying the key areas to address at the workshops
- Pre work – supply of individual questionnaires to assess negotiating and closing skills
- Attendance at a series of one day roadshow workshops to develop the core skills
- Post course follow up – individual and sales manager level coaching to identify and utilise the skills learnt and address any areas for development at individual and retailer level
In addition, some supporting mechanisms were used:
- variety of communication mechanisms to ensure ongoing support and commitment
- personal action plan to translate workshop actions into in-retailer actions, together with key learning points – designed to sit on a desk like a calendar for continual reference.
Result
By using a combination of mystery shopping, an internal measurement programme and actual sales figures those who attended the workshop showed an average sales increase of two cars per month.
“Probably one of the most interesting courses on learning tactics to increase sales.”
“I would recommend it to all sales consultants”