Sales Skills Training – A Case Study

 

DCo was asked to work with a European sales team within a manufacturing business. The team needed support to more effectively sell the benefits of a product to their customers.

 

The team of 25 had received no previous sales skills training and were struggling to expand sales within the existing customer base or to secure new client accounts.

 

The company was experiencing a substantial decline in its market dominance and the need to provide the team with the fundamental skills to become successful sales people led to the design of a bespoke sales programme.

 

The programme was launched with a sales event which was followed by four modules delivered monthly on core areas of sales skills development.

The Programme Design

The initial sales event was used to launch and practise the behaviours that were agreed as being critical to successful selling within their business environment.

It was delivered in an interactive workshop style that enabled the team to explore:

• How they built and managed relationships with their customers

• How they developed and honed successful sales skills

• How they questioned

The programme materials were focused on being useful aide-memoires for learning. These included a card for 16 really great sales questions for their specific sales environment.

The subsequent modules developed the team in the following four areas:

1. Complex Sales Environment
2. Sales On The Line
3. The Sales Meeting
4. Negotiation and Closing The Sale